The Competitive Advantage
November 27, 2018
When you think about the growth of your company, 99% of the time, you think about how to increase revenue for your core business. That is, how do you sell more of the kinds of products & services you’re already selling to more of the kinds of clients you’re already selling to? And you should think like it… that is your business, after all.
But before you set in stone your growth plans for next year, you need to consider two other ways to grow your business.Continue Reading
April 17, 2018
I’m attending a conference in 2 months. Here’s what I’m doing now to be prepared.
I’ll be attending Greenbook’s IIeX 2018 NA Conference in Atlanta this June. It’s one of my favorite industry events. Like many, I’m attending to expand my knowledge, but also to network – and hopefully initiate relationships with some potential clients. And even though it’s two months away, I’m preparing now to have a successful event. Here’s how…Continue Reading
November 28, 2017
‘Tis the season! No, not the holiday season. The season for planning for next year.
Have you started yet? Have you even started thinking about 2018?
Planning is hard work. It requires time, critical thinking and attention to detail – all at a time of year when we are often very busy. And while I genuinely believe in the value of planning, there are a large percentage of my blog readers who won’t do it.
For those who fall into that category… I’ve got your back!Continue Reading
September 19, 2017
Most research firms are ‘generalists’… offering a variety of research methodologies to all kinds of firms in all kinds of industries. If it’s a profitable opportunity and if it fits their team’s skill set – they’ll take it.
And that’s fine. But with that broad approach to business comes a muddled and murky approach to marketing… decisions are difficult to make. Trying to serve so many kinds of companies in so many industries means far too many marketing options. So, how do you choose?Continue Reading
July 31, 2017
Over the past five years, without a doubt, the most popular topic in my conversations with clients and prospective clients has been around ‘differentiation’… what they can do to stand out from their competitors. Everyone agrees there is far too much “sameness” in our industry – too many firms that look alike and sound alike all offering a range of services that are essentially the same. If you’re a prospective buyer, how do you choose?Continue Reading
December 6, 2016
Planning for revenue growth in 2017: Part 5 of 6
If you’ve been reading along with this series for the past several weeks, you know that we’ve covered several fundamental, but critical, ways to enhance your marketing & sales as you move into 2017, including:
- Understanding the perception of your firm in the marketplace
- Sprucing up your LinkedIn profile
- Starting to blogging
- Picking up the phone
Today, we explore what should be at the hub of your marketing efforts – your website… and how to do a website update.
Without suggesting you embark on a complete re-do of your website – especially before the end of 2016 – here are 4 easy tips to help get your website ready for 2017:Continue Reading
November 15, 2016
As many of us are sitting down to start thinking and planning for next year, we’re posting this 6-part blog series highlighting a number of proven marketing & sales tactics that you can employ to help with revenue growth in 2017. Last week, we kicked-off this series discussing effective use of the telephone.
This week… Start Blogging.Continue Reading
February 16, 2016
I know, for most firms in the research industry, that statement seems a little counter-intuitive… but it’s true. That CPG firm you work with doesn’t really care about focus groups. The automotive company doesn’t get all that excited about conjoint analysis. And that healthcare firm… let’s just say that max-diff doesn’t keep them up at night.
The fact is, your clients don’t have research problems… they have business problems – that they need research to help solve.Continue Reading