Check out this interesting article about how to more effectively move opportunities from the top of your sales funnel to the bottom by employing these nurturing techniques in the middle. A Guest Post by Alan Vitberg, Owner, VitbergLLC Combine Telemarketing with Marketing Automation for a Powerful 1-2 New Business Punch We’re reading and hearing more […]
It’s that time of year — holiday parties, events, open houses — likely you’re hosting at least one and attending a few. And while we aren’t in favor of commercializing the holidays, it’s the plain truth that these events can be opportunities to interact with clients, prospects, referral sources and others who influence your success. […]
Accountability. The word alone can conjure negative feelings of getting in trouble. Consequences. Same thing. But without accountability — and yes, maybe even consequences — business development activity in a professional services firm is sporadic and results are unpredictable. So how can you start to integrate accountability into a culture that doesn’t historically embrace the […]
With year end work approaching and tax season on its heels, you may find yourself in a conundrum: Good clients who really like working with your firm, love your service and think your fees are fair that just won’t be able to pay your standard fees this year. What should you do when clients ask […]
No, it’s not the holiday season, yet. Although that will be upon us before we know it. It’s lead generation season! Itâ’s time to reap the rewards of all the time and money you’ve invested in marketing and positioning activities throughout the year. All those endless mixers, tradeshows, golf outings, ad campaigns, social media efforts, […]
We talk about your competitive edge a lot. It’s in our tagline, our brand promise. Ever wonder what we’re talking about? How about an example: think about increasing your proposal win-rate and getting a higher return on your time invested in proposals. Now that’s an edge over the competition! So let’s talk details — take […]
I was surprised to learn that a friend of mine had recently changed jobs. He, in turn, was surprised that I hadn’t heard. “I posted it on LinkedIn yesterday.” And, indeed, when I looked back through THREE PAGES of older posts I finally saw the indication that he had changed positions. I also checked the […]
You need one. Ok, so maybe that wasn’t as friendly as you might have imagined based on the title of this post. But seriously, you need a marketing budget. Why, you may ask? After all you’ve been getting by ok without one. You’re still marketing. Last year you sponsored 25 different golf holes at 20 […]
Last month we posted about the importance of database maintenance — with some guidelines on effective data management. We made the point that most companies realize they need to segment their target market, but “segmentation” goes beyond just identifying the type of companies you want to target. Not flashy, but pretty darn important. Shortly after […]
In professional services, it can be difficult to differentiate among firms that offer (from the buyer’s perspective anyway) the same service. After all, you all subscribe to the same credentialing programs. You follow the same set of professional practice standards. You all do quality work. On the surface — your firms all appear the same. […]