Here are my top five resolutions for my consulting clients in 2016: Continue reading
The reason your sales and business development outreach isn’t working…is attributable to a increasing lack of customer compliance. Continue reading
One of the key concerns of the sales team I advise is the increase in projects requiring multiple bidders. As a result, the cost of customer acquisition is on the rise. We all talk about the commoditization of products and even services, but I think we should also focus on the commoditization of the proposal itself. Continue reading
It’s not enough to expect better for and of yourself, you should anticipate more from your customers. I call this Getting Ahead of Customer Expectations. Continue reading
Do you want choices about where and how to grow, what strategies to pursue, what products and services to include? Do you want to be attractive to new business, the best employees, and strategic partners? Are you ready to be profitable, have cash reserves, and access to strategic credit?
Growth is not linear. Profit is not one for one. Life is uncertain. This is why small companies stagnate. As small businesses grow, owners continually encounter new challenges. Some are solved by getting the next sale: cash flow, paying the bills, payroll – things that represent survival. Other problems can only solved by taking on more risk: operational capacity, more employees, increasing profit – the things that represent progress. The bigger the company gets, the scarier some of these decisions become. Continue reading
Job Descriptions are part of every thoughtful business, but sometimes cause more problems than they solve. In this webinar we will explore why job descriptions often fail and how better definitions of processes and the appointment of process owners and process managers empower employees, help companies evolve, and deliver better results.
Think about your business development person who’s going out there to build trust and credibility for your organization. They’re going to encounter potential customers and make an assessment of what’s important to that customer. Hopefully they will ask questions and listen to get a sense of who they are and what they’re looking for, and what they need out your organization. One of the most important things they can find out for you is, “What is this customer’s buying style?” Continue reading
Welcome to the first book in a series. This one’s free and all you have to do is create a login for AV-Matters.com.
Responding to RFPs is transactional; Converting prospects to clients is transformational. Learn how to leverage Marketing, Branding, and Business Development to convert existing prospects into expectant buyers before the customer even defines the project. Getting in front of the RFP not only gives you a competitive advantage, it might eliminate the competition altogether.