Tags: business development
Tags: business development
The Changing Nature of Business Events
Posted Sunday September 3, 2006, 9:16 am, Over one day old at Marketing Catalyst
When it was time to sit, everyone sat. Give them enough time and they may talk themselves out and pay attention just to take a break. Call random people out of the audience to read the award presentation and give them an official "honorary presenter" pin before they sit down.
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The Glue that Holds a Firm Together
Posted Sunday August 20, 2006, 9:01 am, Over one day old at Marketing Catalyst
What I have found, at least with the firms that I have known, is that one individual is the glue that keeps the firm stable and viable. Having witnessed it enough times my advise is for every firm to know, "Who is the glue", and spend time thinking and planning for that person not being there.
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Can You Admit What You Do Not Know?
Posted Tuesday July 25, 2006, 10:00 am, Over one day old at Marketing Catalyst
When I was a VP of Sales we would teach our sales reps to admit what they did not know on a sales call. It is a refreshing opinion supporting the concept that; it is more positive to admit to knowing less than to lose resources by insisting you know what you are doing (when you do not).
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What Will They Do?
Posted Tuesday July 18, 2006, 8:59 am, Over one day old at Marketing Catalyst
Heightened buzz - unfortunately, from competitors it will be of the negative sort spoken to other lawyers and possibly clients (their own) as they search for words to describe this "intrusion". Fortunately, their buzz will carry our message deeper, further, faster.
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Back to Big-Picture Planning
Posted Saturday June 24, 2006, 9:05 am, Over one day old at Marketing Catalyst
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Don't Be Afraid; Ask for the Business
Posted Saturday June 3, 2006, 9:57 am, Over one day old at Marketing Catalyst
Each month I get together with a couple of different business development networking groups. He asked, "So if I hear someone in the group talking about a company or person I'd like to meet should I just ask them about (the company/person) current legal providers? "Don't be so greedy!"
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Law Firm to B2B Sales Cycle Comparison
Posted Monday May 15, 2006, 11:11 pm, Over one day old at Marketing Catalyst
Mark's job was to keep touching the prospect until they were ready to be sold... and then he brought in the sales team (the closers), which we all know in law firms, is the partner (the billing partner).
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