Persistence in professional services sales pays dividends
This message is for anyone who sells professional services, but it is especially appropriate for anyone in a niche market. Have you ever had a potential client offer you a project that is perfect for...
View ArticleThe power of enduring client relationships
In these tough economic times, it’s good to get back to basics and remind ourselves why nurturing our customer relationships is important to the success of our business. Three business experts offer...
View ArticleWhat Does Kimberly Clark have to do with Your Success?
What does a global consumer products company have to do with design, engineering construction and other professional service firms? A lot, if the company you look at is Kimberly-Clark. CEO, Thomas...
View ArticleCreate a Business Development Culture at Your Firm Today
What is the best process for changing the DNA of your firm and turning it toward a corporate culture of business development and marketing? How often does the team meet? It is not the frequency of...
View ArticleHow Business Developers Keep Going in a Tough Economy
Anyone who has played a sport has heard their coach say, “when the going gets tough, the tough get going.” The athlete’s reaction to this simple statement says a lot about their character. If you...
View ArticleHow to Measure Social Media and Discover New Clients
Who believes that management is skeptical about social media? Perhaps it is because they haven’t seen new clients or projects as a result of their efforts. It might have more to do with a lack of...
View ArticleBusiness Development Requires Finding Important People
There are many ways to define business development for professional services firms and any company for that matter. The definition seems to be changing in the digital age. How to we keep up with the...
View ArticleYou Can Bridge the Gap between Marketing & Business Development
Most professional services firms have felt the chronic friction between business development and marketing. Like a chronic disease in the human body, the chronic friction within firms over the proper...
View ArticleIs Social Media the Massage?
Why is social media part of your marketing plan? Does it make you feel good? Has it become the message instead of the content of your communications? Read the article that will help you make sense of...
View ArticleDon't Get Lost in the Clutter of Social Media
Every firm that has included social media in its 2013 Marketing Plan, should take a lesson from a media expert from the 1960's. In the 1962, Marshall McLuhan created a firestorm with his book, The...
View ArticleCreativity: Become a Broker of Possiblity and Hope
A lot has been written over the years about creativity. People who market professional services are thought to be creative. Creativity is expected, if you want to enter this business. What do you know...
View ArticleTechnical Staff Training: A Business Development Goldmine
Many industries rely on their technical staff to sell their services or products. Unfortunately, most technical people are not born to sell. They are wired to look at details, numbers and design...
View ArticleThe 2013 Paradigm Shift in Selling Professional Services
You have passed the mid-point of 2013 and what is happening to your resolution to capture more business this year. This article is intended to create a framework for evolving your 2013 marketing and...
View ArticleA New Look at CRM and Your 2014 Marketing Plan
How are you handling the data you are compiling with your CRM program? The challenge for industry firms is not just the old “garbage in garbage out” dilemma, but also how to process the data that has...
View ArticleFired: What You Should Do Before a Client Leaves
This is the time of year we start thinking about next year’s marketing, which leads us to a discussionof how many clients will leave us in 2014. You don’t have that conversation? You never...
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