Look for Tourniquet assignments, not vitamin jobs (read time 2min 15sec)
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Look for Tourniquet assignments, not vitamin jobs (read time 2min 15sec)

We’ve talked previously about how important it is to find more significant, scarier problems. My father used to say it this way; ”No one gets hired to tell a client to take his vitamins. You hire an outside firm when you have an artery spouting blood and they need a tourniquet!” Dad had a way…

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What if I’ve got lots of conversations with prospects, but can’t close a deal?

After our last email where I offered Nedra Rezinas my best advice for kick-starting her business development engine I got one reply that really surprised me. In my answer to Nedra I said, “…the only thing you can control in the sales process is the top of the funnel…” and talked about how to get…

How to warm up cold leads (without being a pest)
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How to warm up cold leads (without being a pest)

Cold is not usually a positive association. Cold coffee. Cold weather. Cold attitudes. Not many people will jump up and down with excitement when you’re describing something cold…unless it’s ice cream. The same goes for cold leads. They’re not the easiest to work with–and you need to find a way to warm them up while prospecting without…

Tips for Growing a Small Professional Services Firm
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Four Keys to Growing a Creative Services Firm

The creative services business requires managing and selling a rather unpredictable product – people. But, this doesn’t mean your business and its success must be equally unpredictable. Creative services companies can realize steady growth and success – even with the uncertainty and variability that accompanies managing and selling people’s services. Here are four key strategies…