The Competitive Advantage
July 24, 2018
Twice in the past few years, I’ve written a blog post about the frustration that I (and all people involved in business development) feel when not hearing back from a potential client after submitting a proposal… a proposal that they requested. I wrote about how any answer – even a ‘no’ – is better than being ignored. With a clear answer… at least I’ll know how to move forward.
Sadly, the practice of ‘responding with silence’ from potential clients continues to this day.
So, on behalf of all small business owners who do the selling, seller-doers and professional salespeople everywhere, I’ve taken the liberty of writing out actual email scripts – based on several different scenarios – that you can use when responding to proposals you don’t want to accept. I hope these help:Continue Reading
July 17, 2018
While we all have some level of responsibility to help grow our businesses – and for business leaders, there’s the added responsibility of keeping our employees employed – sometimes, as painful as it might be, there are projects that you just need to walk away from. Why? Because taking on those projects can do more harm than good.
Based on conversations with clients and my own experience, there are 5 times when you should turn down a project:Continue Reading