Archives: Marketing

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Hoping The Market Will Knock On Your Door in the Coming Year?

If you find yourself wondering where work will come from in 2017, two things may be true about your marketing and business development efforts. Your professional network needs some attention; and you have a shortage of strategic targets. Many have been led to believe that a quality work product combined with excellent client service will … Continue Reading

Unlocking The (Not Too) Secret Combination For Marketing ROI

The setting was a business development workshop, and a law firm leader was raising a question: what should we be doing to get the highest value from our marketing and business development investments? The context was a familiar drill. Plans are drafted…and they gather dust. There is talk (hours of it at times) about websites, … Continue Reading

Musings From The Radio Studio — On Effective Business Development Communication

A lifetime ago, in what seems like a galaxy far away, I spent some time in the broadcast industry. More specifically, in a radio studio. At the time the fast paced “Top 40” genre topped most markets, and was designed to sound slightly anti-establishment with a shoot-from-the-hip tone. In reality, it was a highly structured, … Continue Reading

Business Development Success Is More About Asking The Right Questions Than Having All The Answers

The game show Jeopardy has had it right all along — knowing the right question is the way to win big. Conventional wisdom argues the point. And most of the time we buy into the argument. In virtually every venue — from personal relationships to building a productive professional network, from pitching a pizza franchise to … Continue Reading

Effective Business Development Strategies Are Built On This

The development of new business rarely occurs in a vacuum. In professional service firms where marketing and business development are silos at best, or necessary evils at worst, organic growth will be painfully difficult. And there will be consistent debates over where and how to invest resources. By contrast, firms that realize measurable success — … Continue Reading

Ready To Face The Reality of Business Development?

In spite of mounds of evidence to the contrary, when it comes to marketing, business development and sales we can’t help ourselves. We cling to the hope of a viral happending that will change everything in an “unexpected” instant. Others have pulled it off. Why not us? The luck-of-the-draw . . . the right set of numbers. … Continue Reading

Four Guiding Principles If You Believe Business Development Is About Building Relationships

For a moment let’s say we really believe the notion that relationship is the key when it comes to business development for professional service providers. What do we do with that? How do you build the kind of relational equity that is at the heart of a stable practice? Warning. If you’re hoping for a silver … Continue Reading

Five Reasons Business Development Can Feel Like A Tug-of-War — And What To Do About It

There are plenty of questions about business development and rainmaking — what does it take to win…can only certain personality types pull it off…is there a secret language…or a handshake…and so on. If you wrestle with the notion, and regularly move from the promises of one silver bullet to the next with minimal success, chances … Continue Reading

This Is Where Communication Begins

Listening is the last thing on anyone’s mind when the subject is communication. And it’s understandable. From the instant an infant realizes what it takes to get attention, our practical view of communication is shaped by a repeated focus on doing whatever it takes to deliver a message. Experiences reenforce the idea that charisma, wordsmithing and … Continue Reading

A CEO’s Formula For Progress In a Changing Marketplace

“Move more. Assume less.” This was the response of a CEO friend when asked about his success in turning around a consulting firm on the brink of extinction twenty-two months earlier. Don was retiring, and he was reflective. “In the early days we were determined to meet the market at its point of need. That … Continue Reading

5 Things Rainmakers Do That Put Them In The Right Place At The Right Time

Successful business developers seem to have an uncanny knack of being in the right place at the right time; but when it comes to consistently making it rain, this is rarely happenstance. In fact, the epitome of strategic business development and marketing is increasingly about executing a plan that connects with those most likely to buy … Continue Reading

Want To Have Confidence Your Business Development Investments Will Produce?

What constitutes appropriate ROI on all that we plow into business development efforts? In a post on the similarities between business development and planting a tree, we recounted the story of French Marshal Lyautey. The story underscores the fact that growing something strong takes time. The practical challenge is that between the planting and tangible signs … Continue Reading

Business Development Efforts That Put You In The Right Place At The Right Time

Some seem to have an uncanny knack of being in the right place at the right time; but when it comes to business development, success is rarely happenstance. In fact, the epitome of strategic marketing and sales is taking the steps necessary to reach the right target, at the right time, with precisely the right … Continue Reading

4 Cornerstones of Strategic Business Development

Any discussion of business development should be required to begin with this disclaimer: There are no one-size-fits-all solutions or formulas. Silver bullets and cookie-cutters might work elsewhere; but not here. With that stipulation, there are a number of solid cornerstones that will ensure the resources invested in your plan for the coming year aren’t experimental in nature, leaving you to hope the … Continue Reading

Is That A Marketing Opportunity or Distraction Knocking At Your Door?

These days, anyone with something to market has unprecedented opportunity. And that’s the problem. More specifically, better opportunities are one of the major reasons your marketing efforts flounder and fail. Mobile capability, competitive intelligence, data analysis, up-to-the-minute tendencies and trends — never have we had so much at our fingertips. An array of message distribution … Continue Reading

3 Keys to Better Conversations and the Strategic Innovation of Your Business Development Plan

There is a reason so many of the issues we face today are the same ones we faced last week. Or last year. Or three years ago. Or . . . you get the idea. From individual relationships to global politics…personal finance to marketing a business, often the solution on which we land is little more than a reordering … Continue Reading
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