So far this week I’ve taken nine — count ’em — nine sales calls at my desk. And those are just the ones that have gotten through. You get them, too, I know. Almost every one greeted me as though we were long-time friends: “Eric! How’s it going today?” It feels like an attempt to … Continue Reading
An Atheist, A Christian and a Buddhist Walk Into A Bar. . . The title of the blog post by Andy Braner appeared in my Facebook news feed, and made me dive deeper for the punchline. But, as you’ll see if you’re inclined to do the same, it wasn’t a joke at all. It was … Continue Reading
It is our annual ritual. Marketing and business development professionals hunker down to create fresh plans that will make the best use of resources, resonate with management, and somehow penetrate the market more effectively. We did it last year, and the year before that. And most of us will do it all again twelve months … Continue Reading
When it comes to the challenges of communicating — telling a story, marketing a practice, stating a case — old dogs often wear blinders. Exhibit A: Yours Truly. A dear friend was talking about the prevalence of a practice she referred to as speaking in the language of a club. As she spoke, I was … Continue Reading
Extraordinary leadership — the kind that inspires and motivates over the long haul — comes with an uncanny awareness of both circumstance and self. Most of us have known that rare individual who always seems to say the right thing at the right time. We think of it as a gift — being able to … Continue Reading
Words matter. If the goal is to connect and build bridges, you’ll choose them carefully. They set tone, dictate parameters and conjure experiences that shape interpretation. The right words can comfort, support, strengthen and inspire. They can tap into memories and stir new dreams. Yet, for all their power, they are imperfect and incomplete. Packaging … Continue Reading
Dispute its reach if you like. Bemoan its shortcomings. Even refuse to participate (if you dare). But Social Media has exploded. And the reason should capture the imagination of anyone marketing a service or product. How so? Because for all the hype, falderal, misuse and criticism swirling about, Social Media is, simply, about the dynamics … Continue Reading
A Guest Post, by lawyer, law professor and process consultant, Larry Bridgesmith. Beauty is in the eye of the beholder” — Margaret Wolfe Hungerford , Molly Bawn, 1878 Our son was born with orthopedic challenges which required him to be in thigh high casts from the day he was born. He was also born “sunny side … Continue Reading
Where did marketing miss the boat? Attendance was half of what was expected. The new website didn’t make the phone ring. The new tagline or logo or color combination hasn’t made the development of new business any easier. You’ve tried LinkedIn and micro-sites. Maybe even Twitter and (gasp) Facebook. You’ve revised profiles, and have great … Continue Reading
When marketing first inched its way into the legal industry, the mere announcement of capabilities seemed to serve a firm’s needs. As competition increased, the function evolved to include advertising, public relations, the new media, and the support and tools associated with a business development capability. As we deal with what seems to be constant, … Continue Reading
There are few things we value more than winning. From t-ball to spelling bees to the professional sports franchise we adopt, nothing matches the thrill of finishing on top. It impacts (some might suggest, disproportionally) self-image, the way we relate to those around us, and commerce. While it’s tempting to go off on the relative value … Continue Reading
Here’s the problem: we act like once we’ve delivered a message — transmitted it, produced it, hit “SEND” — that we have Communicated. Or, at least that we have done everything within our power to make communication possible. The rest is up to the audience. In practice we have come to equate communicating with the … Continue Reading
NOTE: This post on Intentional Listening originally appeared at MENGOnline. With thanks to the MENG folks for the Guest Shot, we now re-post here. Name the venue — sales and business development, marcomm, public relations — take your pick. Often the single greatest impediment to success is the failure to begin at the beginning. The foundational … Continue Reading
Even some of the most skeptical among professional service providers are beginning to wonder whether they should dip at least one reluctant toe into social media and on-line networking. A Twitter IPO, increasing Linked In invitations and all-things Google — for starters — are enough to make the most reluctant wonder — is this social … Continue Reading
We have all witnessed how quickly the wheels can fly off even the best initiative when the right hand doesn’t know what the left hand is up to. Progress, expansion of an organization’s reach and business development success are inhibited even more when each seems unaware of the other’s existence. If you operate in an … Continue Reading
So often we act as though leadership is wrapped up in a title, charisma, or eloquent messaging. Yet, many times the individuals I most want to hear from — those whose thoughts and opinions influence me the most — are doing less talking than almost everyone around them. The best leaders I know seem to … Continue Reading
A few might dispute the notion, but most will agree — relationship trumps everything. Whether in the business or personal arena, relationship provides the context in which almost everything is interpreted. It influences judgement and defines value. The Relationship That Wasn’t Nearly a decade ago a small technology start-up was out of money, and about to … Continue Reading
Long ago, before digital invaded advertising, marketing and media, the basics of the print industry hadn’t seen significant change for decades. Then someone figured out ones and zeroes. And things began to shift rapidly. Seemingly overnight, what had once been the purview of shops able to invest in big machines and the real estate to … Continue Reading
Sunday’s talk shows prompted a ridiculous line of thinking. I wonder what might happen if mom’s advice were to take hold. You see, my mother — the only person I’ve known personally that might approach sainthood status –repeatedly advised, “if you don’t have something nice to say, better to say nothing at all.” I’ll wager … Continue Reading
You don’t have to look long to find plenty of talk about the importance of listening. (We’ve done our share here on this blog, and here, in a guest post for my friend Cordell Parvin.) CMOs, consultants and marketing gurus regularly weigh in on listening’s critical role. These discussions invariably (and understandably) focus on the … Continue Reading
The season may be past; but there is still time to bestow a gift that can bring positive change in the coming days, weeks and throughout 2013. The gift? A clean slate. A fresh start. A new beginning. Give it to everyone with whom you interact — family, colleagues, team members, clients and customers. And … Continue Reading
It is the aspiration shared on countless seasonal greetings — peace on earth. Music and verse speak of it wistfully. When words fail, as in the midst of unthinkable loss in Newtown, Connecticut, it is our paramount hope for all touched by tragedy. But where are the peace makers? Not the heads of state, or … Continue Reading
There are a few things that are clearly either black or white. But very few. Much of daily life – from personal relationship to professional decision – is defined based on perspective. Thursday many of us will observe the holiday tradition that combines turkey and the National Football League. We’ll likely witness the blurry line … Continue Reading
Business development is not very complicated. Granted, it requires many to stray from a comfort zone, and the combination of science and art is often disconcerting; but the formula for success is not difficult to understand. If you know of a business development effort that isn’t producing, chances are someone is making it more complicated … Continue Reading
