Business Development
10 Sure Fire Ways to Use Your Expertise in 2013
Anyone who has worked with us has heard us repeat the the mantra “get known for your expertise!” over and over again. After all, it’s what’s between your ears (that is, your brain) that is chock full of business, law or accounting knowledge. It’s your job to figure out how to position your expertise with prospective clients.
Groundswell… Using a client advisory board to create raving fans
One great way to build your expertise with prospects (while also building raving fans) is to create an advisory board.
Been Niched Slapped? Create a Niche Practice that Attracts Clients
If you just lost a big prospect to someone who really understood their business (and it’s obvious you didn’t), you’ve been niche slapped.
7 Online Trends Impacting Professional Services Firms
The wonderful folks at Hinge recently announced findings from their annual research study of online strategies for professional services firms. Part of the study identified 5 trends that will shape the future of professional services firms.
10 Ways Firms Screw Up Their Marketing Efforts
We’ve watched professional service firms bobble the marketing ball over the years and have observed a few common bad plays that wound up costing them prospects and money. As you begin to craft your strategy, keep these these 10 mis-steps in mind.
Your Reset Button for a Successful Selling Season
Before you mentally unplug from the chaos of the last few weeks, we suggest you take time to “hit your reset button” with your business development and marketing efforts. Conversations with clients are still fresh and hopefully you’ve uncovered additional ideas and opportunities for clients. More importantly, you can now kick start the selling season with prospects and referral sources.
Do Your Prospects Believe You?
Let’s face it: Americans are a cynical lot. Years ago we never questioned a claim, study or statement about a product or a service. What happened in our experience to turn us from trust to distrust?
Who are You Chasing? Focus Your Business Development Efforts
If you’ve ever owned a dog, you’re familiar with the temperament: easily diverted, always looking for the next bird/rabbit/lawnmower to chase, all fun, but no focus. Is this your business development model to generate leads? Are you randomly chasing prospects?
Organizational Capital: Finding the Right Team to Support Your Business Development Efforts
Baseball team As summer creeps in, kids all over the country are strapping on shin guards, helmets, and cleats in anticipation joining a sports team. As professionals, we too are looking for teams (organizations) to join in hopes of bolstering our business development efforts.
The Client Bingo Card: An Approach to Cross-Selling
Take the bingo analogy one step further and create your own client bingo card designed to boost your business development.
