Anyone building a professional service practice appreciates the value of relationships. A portfolio of dynamic connections is what fills a pipeline with new leads, referral sources and recurring engagements.
But staying in touch — creating and maintaining the kind of visibility that places you in the right place at the right time — can be a challenge.
Leaders face a tall task in planning for 2021. With hopeful light at what appears to be the end of the Covid-19 tunnel, it’s going to be tempting to try to make up for traction lost in 2020 in an effort to get back to “normal.”
This temptation is likely to result in multiple “strategic” projects and extra-long to-do-lists.
In a noisy, competitive and topsy-turvy marketplace, what is the key to capturing the
Continue Reading Here’s What Drives A Prospect’s Choice of Service Provider
The life expectancy of “no-one-saw-this-coming” as an explanation for stalled business development is going to run out soon. Or at least, wear thin.
So for everyone who still has a practice to grow, here is a 4-step plan for the last 4 months of a year none of us saw coming. Buckle up…we’ll make it a speed round (because time is wasting).
Continue Reading A 4-Step BizDev Plan For The Last 4 Months of This Year
This post was originally published by CMO-Whisperer.com.
I admit it — I’m teetering on the edge of stir crazy. Some days it doesn’t take much to push me over the edge. But— and I’m about to insult some very good seventh grade writers — an avalanche of middle-school-level headlines attempting to capture my attention have set me on edge.
Continue Reading Glazed Over Eyes Don’t Count As Impressions
This post was originally written for and published by CMO-Whisperer.com.
Even if you aren’t familiar with the setup, you know this is a joke. Marketing and sales can barely stand to be in the same conference room on some days. No way they’re going to drop into a happy hour together. Even if it’s virtually, via Zoom.
Here’s the punchline: While marketing and sales squabble over resources, debate who should be held responsible and who should get credit, the leverage and growth to be gained in alignment is lost.
And that’s no joke.
Continue Reading A Marketer and a Salesperson Walk Into a Bar…
More than two decades ago Fred Reichheld, among others, began working on a conversation
Continue Reading The Ultimate Business Development Question for the Covid Era
Most of us, I’m guessing, have recently had days where we didn’t really know where
If the only reason you want to connect with me is because you have a
Continue Reading A Marketing and Sales Effort That Builds Trust
The Managing Partner spoke with measured emotion.
And conviction.
The topic was the desire he
Continue Reading Things Aren’t Broken Enough
