If you’ve read anything about marketing strategy in the past year or so, you’ve probably noticed the term content marketing making its way into a lot of headlines. Also known as in-bound marketing, content marketing is creating or re-publishing relevant and valuable content online in order to attract and retain clients. Content can be anything […]
In our last post, we talked about why industry specialization is a good idea, especially for business development purposes. So now let’s talk about how to drive growth with industry specialization. First, it’s important to recognize that you can’t just decide you’re a specialist and start promoting it overnight; there is a process to building […]
We’re a month into the new year — if you aren’t already, it’s probably time to start thinking about how to continue growing your business in an increasingly competitive environment. It’s not enough to work the same contacts you always have and continue to tell the same story. So how can you identify new contacts […]
Everyone can probably agree — first dates are tough! We’ve all felt the butterflies, and let’s face it — dread — anticipating a first date. The good news, though, is if the date goes well you usually have a pretty good feeling that a second date is likely. Not so in the business world! You […]
Many firms we talk struggle to determine the best business development approach. Does it make sense to hire full-time sales people? Can’t we expect our marketing director to make sales for us? How will we compensate a full-time sales person? Here are some ideas to keep in mind when embarking on the process of building […]
Telephone lead generation — calling those prospects with which you would most like to do business to schedule an introductory meeting — can be just the tactic to rev up your firm’s ROI on marketing activities. But getting partners to make the follow up calls, whether following up to a mailing or following up with […]
New Year. New Goals. How will you find growth this year? There are lots of new tools out there to help you market your firm and grow your top line, but sometimes the best new tools are the old tools implemented in a different or better way. Grow Your Client Relationships
Perhaps one of the most telling characteristics of a successful business owner is the “what’s next” attitude. The understanding that you can’t just sit back and enjoy the spurt of growth you happen to be experiencing right now; the knowledge that unless you’re always moving forward, you’ll soon be moving backward. So how to move […]
With summer here, many firms are planning retreats beginning to set growth goals for next year. It’s the perfect time re-think your goal-setting process. Don’t just think in terms of acquiring new clients when setting target numbers; it’s important to evaluate all factors that will contribute to your final growth goal. Average Useful Life of […]
Sometimes it’s difficult to look past our own busiest times of year and think about business development. For professionals who also sell it can be one of the biggest challenges to maintaining consistent growth. But, the most successful firms are those that take their own busy times out of the equation and adopt a more […]