In our last email, we talked about the benefit of having someone outside the sales team, who can provide objective feedback to improve your new business team’s efficiency and effectiveness. But how does that work when I am the management team and the salesperson? In most of the firms I work with, the principal is still…
I don’t know if I’ve ever seen a creative firm with someone in the role of Sales Manager. Sometimes the owner/founder is playing that role, but at best, he’s a player/coach. When I look outside the creative world, I could make an argument that sales managers are the most undervalued member of a growing company’s…
Chefs at a high-end restaurant need excellent ingredients (just like you need excellent clients). So they go to the market to buy what they need. But the market doesn’t always have the quality or quantity of ingredients that they need! The chef is committed to his craft. He’s not going to compromise and use inferior…
I got quite a response from my last email about being more choosy in your business development approach. Folks felt like choosing clients, and especially projects from existing clients came across as “snobby.” “There’s nothing wrong with being efficient in your sales process,” replied one agency principal, “some of us don’t want to become full-time…
French cooking techniques and recipes have influenced cuisines all around the world. Chefs from every modern cuisine, from cultures worldwide, come to France to learn from the masters there. One of the defining features of French cooking is the ingredients. You cannot make an excellent, top-shelf French meal without choosing the freshest, most flavorful ingredients….
Ambient risks have skyrocketed. Economic, social, and public health risks are massively higher than they were last year. This includes the risk of hiring a professional services firm. People hire these experts to reduce their risk of negative outcomes. For example: The money I spend hiring these experts reduces my risk of adverse outcomes and…
In a “normal” year, we would be in the middle of the busiest hiring season of the year. About half of searches and new hires occur between Labor Day and Thanksgiving. This is far from a typical year, but I still see a fair amount of hiring going on among my clients. We’ve gotten beyond…
Most of us have been doing some version of WFH for at least 5 months now. Things that we thought we’d never do 5 months ago, interviewing candidates, on-boarding employees, pitching for work, doing a kick-off meeting or strategy meeting with a new client, brainstorming and refining creative ideas…we’ve done all those things at this…
We are in the middle of the most important three months of the year for B2B services companies. It’s budget season, and your clients and prospects are making their plans for 2021 over the next few weeks. Do you have a plan to get money allocated to projects you can complete for them? 1. Budget…
If you run a B2B business, this is “go time.” We’re in the playoffs. It’s showtime. Use whatever metaphor gets your juices flowing, but it’s a crucial time to set your business trajectory for 2021. Over the next 100 days, your clients are making plans for 2021. They are setting priorities, creating budgets, and laying…