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The Competitive Advantage

tag: sales & marketing

April 30, 2019

Losing clients? Here’s what to do when that happens…

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.

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June 26, 2018

A 3-Point Tune-up for Your Sales & Marketing

We’re halfway through 2018… how are you doing so far?

Like taking your car to the mechanic every 5,000 miles, halfway-through-the-year is a good time to “look under the hood” of your sales & marketing efforts to see how you’re really doing. If your “engine” is running smoothly… great! If it feels a little rough… it might be time for some ‘tweaking.’ And if it is, we hope this 3-Point Tune-up will help.

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