Do you have a favorite client?

March 26th, 2014

trust2I’ll bet you do.

But have you ever thought about WHY they’re your favorite client?

Interestingly, it’s almost never the size of the client.  Bigger isn’t always better.  And it isn’t always those clients that have the employees you connect with on a personal level – though that’s surely part of the equation.

More often, it’s defined by the ‘relationship’… and specifically, by the collaborative nature of it:

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If you build it, will they come? Not necessarily!

March 19th, 2014

cup_of_coffeeAs I write this, I’m sitting in a coffeeshop that opened about 3 weeks ago.  It’s in a fairly busy shopping center along a well-traveled road, has the latest barista tools and they even roasts their own beans in the back of the store.

And I’m the only one sitting here.  OK, it’s Sunday morning at 8am, but even when I’ve driven by at “normal hours,” I’ve never seen more than one table full.  Good location… good product… even a unique POD (Point of Differentiation) – the roaster.  So, why is that?

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Same ol’ marketing & sales in 2014? How’s that working out for you?

March 12th, 2014

New 2I’ve said it before and I’ll say it again… “If you keep doin’ what you’re doin’, you’ll keep gettin’ what you’re gettin’.”

When it comes to business development, it simply means this… if your marketing & sales activities last year resulted in a certain level of business… and the activities planned for this year are essentially the same, why would you expect your level of business this year to be any different?

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Ever mess up a client’s project? How’d you handle it?

March 5th, 2014

Oops4First, you get excited that you picked up a new client.  Then you find yourself really fortunate when that client comes back to you again and again.

And then it happens.  You drop the ball… a detail falls through the crack… the research gods stop smiling on you – and a project goes badly.

What do you do?

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