If you secretly fear your approach to business development is underperforming, you are not alone. In fact, you’re among a majority of law, accounting and consulting professionals and firms I know.
I know there is little comfort in numbers in this case; but this prompts a question: when will the lack of results from the way it’s always been done finally push rethinking the conversation?
Continue Reading Will Your Investments In Business Development Pay Off?
For a long time I bought the idea that some individuals simply don’t have what
Continue Reading Not Everyone Can Be A Rainmaker: A Debunking
Strategic planning involves identifying specific goals and defining the action steps necessary to realize those goals. The squishier the goals (a lofty business term, I know) the more difficult it is to map goal-oriented actions. This approach to planning a critical initiative had better come with a hefty dose of luck.
Continue Reading A Better Roadmap for Strategic Lateral Pursuits
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 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
Years ago I worked with a Managing Partner who regularly referred to the Marketing Department
Continue Reading Is It Marketing, Or Is It Sales?
You’ve seen the articles. Many knowledgeable observers believe a recession is inevitable; some are
Continue Reading A Recession IS Coming — Proactive Business Development Is The Only Way To Prepare
(This is an update to a March 2018 article originally published on Forbes.com.)
The role
Continue Reading The Difference Between Managing and Leading
When things don’t change, there is typically one reason.
Change is simply not a priority
