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
Strategic Planning
A 4-Step BizDev Plan For The Last 4 Months of This Year
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
A Marketer and a Salesperson Walk Into a Bar…
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…
The Ultimate Business Development Question for the Covid Era
More than two decades ago Fred Reichheld, among others, began working on a conversation…
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Is It Marketing, Or Is It Sales?
Years ago I worked with a Managing Partner who regularly referred to the Marketing Department…
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A Recession IS Coming — Proactive Business Development Is The Only Way To Prepare
You’ve seen the articles. Many knowledgeable observers believe a recession is inevitable; some are…
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The Difference Between Managing and Leading
(This is an update to a March 2018 article originally published on Forbes.com.)
The role…
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This Is What A Priority Looks Like
When things don’t change, there is typically one reason.
Change is simply not a priority…
In The Aligned Firm, Everyone Shares The Vision
If your firm is puzzling over conversations like inclusion, mental health in the work place,…
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Five Keys To Realizing Return On Your Firm’s Business Development Efforts
Does your firm regularly wrestle with measuring return when it comes to business development efforts?
Continue Reading Five Keys To Realizing Return On Your Firm’s Business Development Efforts