Just starting (or re-starting) your marketing & sales efforts? Follow these 4 important guidelines.

January 29th, 2014

backpackerI had coffee last week with the principals from a small, local firm.  Been around several years, reasonably successful… and doing virtually nothing to grow their business.

What their inactivity boiled down to – and it applies to pretty much all small firms – is that everyone there wears a bunch of hats, most of which have to do with taking care of clients.  I get it.  And it’s not that they don’t want to grow their business, the problem is that no one is dedicated to marketing & sales and no one allocates much (if any) time to the firm’s growth.  Consequently, not much growth is going on.

Sound familiar?

Continue Reading…

Are your clients ALWAYS right?

January 22nd, 2014

When I first got started in business, I used to say that “the client is always right.”l_nodding_dog_pink

Once I got a little time under my belt, that morphed into “the client is always right, but they aren’t always correct.”

Now, after three decades in business, it’s “the client is often right, but when they aren’t… it’s time to talk.”

Here are the 3 times when you must have a “direct” conversation with your clients…

Continue Reading…

The Customer Experience: Make it Easy to do Business with your Firm

January 15th, 2014

how-to-write-a-checkMy wife and I had to run to the mall this past weekend… one of the stops was Banana Republic to pay a credit card bill that was almost due.  On the way over, my wife mentioned to me that she really liked Banana Republic – that it was one of her favorite stores.

Spoiler alert… those feelings were about to come to an end!

Continue Reading…

The 3 Basic Principles of the Customer Experience

January 8th, 2014

BCBSTMy wife and I just finished going through the process of deciding which health insurance we wanted for 2014.  Believe it or not, even with all of the “stuff” going on right now related to health insurance, the process actually started out just fine.  And then the wheels fell off.

Continue Reading…

Track your revenue this year… really track it!

January 2nd, 2014

Sales-ChartAh… the start of a new year.  The excitement.  The possibilities.  The same ol’ stuff?!

Before you can decide where you want to go, you need to understand where you’ve been… and the following little exercise can help you leverage the past to think more effectively and more strategically about the future of your firm.

Continue Reading…

We'd love to chat