The Competitive Advantage
December 8, 2020
I first met with the founder of this particular MR services firm in early 2013. After his initial interest and a few phone calls, he said he was not ready to move forward.
A year later we reconnected… similar interest, a few more phone calls… same outcome.
And again, two years after that.
But now, it looks like it’s finally coming around and will actually happen. The interest, the need and the urgency are all higher than ever before. So, what happened? How did a sales prospect from 2013 finally come to pull the trigger (we think) more than seven years later?Continue Reading
July 28, 2020
Congratulations! With the extra time you’ve had on your hands recently, you and your colleagues decided the time was right to launch a new service. Not just a small upgrade to what you’re already doing… but something entirely new. That’s terrific news.
July 14, 2020
I signed-up a new client last week. Pretty excited about it, too. And it only took 2 years to make it happen! :-0
Do you have clients and prospects that are slow to respond? OK, maybe not 2-years-slow – and that was certainly an anomaly for us – but waiting to hear over a period of weeks, or even months, can be very challenging and incredibly frustrating.Continue Reading
May 12, 2020
Imagine you have responsibility for revenue growth at your firm and you finally decide to pull the trigger and convert a couple of your senior Project Managers to the Seller-Doer role. Congrats!
Now what? Well, one of the items you’ll need to cover in their training is to help them understand your firm’s ‘sales process.’
Sales process?! It’s not a term or a concept used very often in our industry… but it’s critical to your selling success. And here’s why…Continue Reading
June 25, 2019
Have you ever gotten deep into a sales conversation with a potential buyer – maybe even over the course of weeks or months – only to find out that they will never become a buyer? That your firm is just not the right fit with what they really need… or that they can’t afford your services?
Scenarios like that – which happen all too often – are incredibly frustrating. And a colossal waste of time!
So, what can you do? You need to qualify your sales prospects before moving forward. Here’s how…Continue Reading
January 23, 2019
Raise your hand if your New Year’s resolution is to “lose weight!” It is, by far, the most common option for that annual tradition of ‘personal goal setting.’
While I don’t know the actual statistics, I’ll bet well over 90% of those with that goal don’t achieve it. Maybe 95%! And there’s a pretty simple reason why that happens…
You can’t just ‘lose weight.’ You can’t will it to happen. You can’t stand in front of the mirror and hope that the fat will go away.Continue Reading
January 15, 2019
One of the primary responsibilities of a business owner is ‘accountability’… to make sure our employees are doing their jobs and making progress toward company goals. We hold our project teams accountable by getting feedback from clients. We hold salespeople accountable by monitoring selling activity and – of course – tracking revenue. We hold our financial team accountable by requiring timely completion of P&Ls, balance sheets and AP/AR reports.
But who holds us – the owners – accountable?Continue Reading
January 1, 2019
“I don’t have the time!”
After “I don’t have the money!”, the second most common excuse I hear from ‘oldsters’ like me for not engaging in any real marketing & sales efforts is “I don’t have the time!”.
To that, I have two responses:
#1. Bullsh**! The reason you don’t “have the time” is because you’re not “making the time”… and the reason you’re not “making the time” is because it’s not a “priority” for you.
It’s that simple.Continue Reading