In late 2021 I did a virtual workshop with a professional services firm. In the audience were business development managers, a couple full time business development professionals, and a lot of aspiring associates. We were addressing an anticipated problem: rebuilding the opportunity pipeline. This is a version of that workshop, minus the exercises. I will […]
Strategy in Hours The following is taken from Chapter 3: The Vision – Strategy and Planning are Not the Same Thing, in my book, “The Human Being’s Guide to Business Growth.” It’s time for your first strategic vision exercise. The days of 5-year and 10-year plans are gone. Time and distance, regardless of your industry, is […]
Article for Insightful Accountant, February 2019 “We’ve decided to hire another firm.” Are there scarier words in a service-driven business? Especially a CPA firm where clients can take years to decide to hire you in the first place. There are multiple issues that impact client retention, but today I want to focus on one. The transitioning of […]
Tactics for Managing Marketing and Sales Roles We need to cover what to do with your sales and marketing staff. They are the experts in developing new business and naturally resistant to any encroachment into their turf. The day you walk in and announce that everyone sells, their eyes will roll. It’s natural. They are […]
This Marketing Best Practice Isn’t Working – Why Not? The phrase “best practice” is casually tossed around by marketing consultants, but if they’re “best,” why don’t marketing tactics translate across industries or even within industries? First things first, best practices are a set of guidelines, beliefs, or ideas that represent the most efficient course of […]
Wait, how much? My work in lead generation results in a special by-product. Pricing discussions. In this article, I’ll give you a framework and some language that clients find helpful in working through price and pricing. On the decision making continuum from simple to complex decisions in sales, these ideas are most helpful for complex […]
How Strong is Your FIT? This article originally appeared in Amalgamate: A Mix of Ideas for Your Business, Winter 2015 F.I.T. is my shorthand for your company’s ability to Focus; its ability to cater to Individuals; and its ability to leverage technology and training Tools to grow. Take 2 minutes and score yourself on this assessment:
You’re Going the Wrong Way This morning I was in a sales meeting when a role play broke out. Listening to the questions and answers, I thought, “You’re going the wrong way!”
Google AdWords Campaign Planning Template, Worksheet This is my 3-Minute One Product, One Solution AdWords™ Worksheet. There’s a link to the pdf at then end that contains a sample filled out worksheet. I’m resurrecting this because I received a call from a client that I had designed a lead generation campaign for over three years ago. His niche […]
Deep Down, We’re All the Same This article originally appeared in Amalgamate: A Mix of Ideas for Your Business, Winter 2016 “My industry is different.” I hear this regularly in response to my advice. “That may work for them, but our industry/people/ prospects/offer is different.” That’s true. That’s why, ultimately, you have to make it work for […]
Companies hire me to help them speed up growth. I do that by helping them design sales practices that fit their size, disposition and unique culture.
Call and find out what that looks like for your organization.
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A short note every Friday afternoon with tips on getting more done in less time. . .next week.
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