The Competitive Advantage
August 20, 2019
Recently, I had the pleasure – and privilege – of being hired by Merrill Dubrow, President & CEO of M/A/R/C Research, to be a guest presenter at his national sales meeting in Dallas. The other guest presenter was Ryan Barry with Zappi, so I was in pretty good company.
It’s been a long time since I’ve been part of such a well-organized, educational and enjoyable sales meeting. And while I wasn’t there for the entire event, what I did see provides a solid model for how to structure and host an effective sales meeting.Continue Reading
July 16, 2019
Does your firm subscribe to the seller-doer model for business development? That is, are there leaders and managers in your firm who, in addition to their primary roles, are also tasked with responsibility for revenue growth? If you answered ‘yes,’ then your firm is like the vast majority of others… the seller-doer model is, by far, the most popular sales structure in the MR industry among small and mid-sized firms.
Popular, yes. But also, incredibly challenging because…Continue Reading
June 11, 2019
We like to think that all clients are important… and they are. Our goal is to do good work for all clients and deliver a high level of service to each of them… and we strive for that every day.
But the fact is… your large clients are more important than your small clients!Continue Reading
April 30, 2019
Admit it… you’re losing clients occasionally. Not a happy topic, but it happens to all of us. The question is ‘why?’
On the surface, there are any number of reasons:
- You screwed up a project… it hurts, but sometimes it happens.
- You pi**ed-off a key client contact… not intentionally, but communications can go awry.
- There was a massive change in the client’s business… e.g. they restructured the division you were working with, they were acquired or maybe they even closed their doors for good.
- One of your competitors showed up with a “shiny new penny”… a new methodology or a new technology that had a ‘wow’ factor.
- A new ‘leader’ was hired at the client, bringing his/her own favorite vendors along.
- The project ended. Not all client work can be recurring or happen on a frequent basis.
Every one of those reasons is real and legitimate, but none are the most common.Continue Reading
April 16, 2019
Does your firm subscribe to the seller-doer model for business development? That is, are there leaders and managers in your firm who, in addition to their primary roles, are also tasked with responsibility for revenue growth? If you answered ‘yes,’ then your firm is like the vast majority of others… the seller-doer model is, by far, the most prevalent sales structure in professional services industries like ours.Continue Reading
April 2, 2019
All owners and managers look at their sales reports each month. Of course. And the most common top-line measurements are: Revenue this month, Revenue year-to-date (YTD) and Revenue YTD vs. Last YTD. All important information.
But, if my conversations with clients – a lot of them – are any indication, the sales analysis, too often, stops there. And it shouldn’t. There are a few other sales reports – easy to set-up in your accounting software – that will give you deeper insight into what’s really happening in your firm. And once you have a deeper understanding of your business, the more effectively you can plan as you move forward.Continue Reading
February 19, 2019
Is it going to be a good year for you and your firm? Kind of hard to say, as this point, isn’t it? But one thing is sure… you can’t just sit back and hope that something good will happen. You need to grab the bull by the horns and make it a great year!
To help get you started down the path of being proactive, here are 11 proven ideas to consider…Continue Reading
October 6, 2018
It’s getting to be that time of year when you’ll start thinking about and planning for 2019. And one of the first questions you’ll have to answer for your firm is, “What’s our revenue goal for next year?”
Traditionally – and unfortunately – this is answered in one of two ways:Continue Reading