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In a successful organization, sales is part of everybody’s job

By Doug Foster | May 15, 2014 | 0 Comments

In a successful organization, sales is part of everybody’s job. Most firms have only a few persons who are actively engaged in generating revenue. There is often tension over being billable and helping to secure the next project. This is not limited to management. Staff at all levels feels this tension, so the action of…

You don’t need to be senior to stimulate healthy sales behavior

By Doug Foster | April 15, 2014 | 0 Comments

Consider doing this. As a CEO, ask  your staff to have a conversation with their clients that has nothing to do with the project.  As a Marketing Manager or Coordinator, when staff tells you they are conducting a client visit for a proposal, ask them to bring back something about the client, like what that client person…

Measure little steps while climbing a mountain. There are rewards along the way.

By Doug Reed | April 15, 2014 | 0 Comments

Long term and consistent revenue growth is central to a healthy business and career.   Career growth can only occur if there is a place into which to grow.  To be healthy long term, a company must retain quality staff.  And staff won’t stick around if they cannot find a place in which to grow. How…

Certainty blasts away career limits

By Doug Foster | April 14, 2014 | 0 Comments

You may be a CEO, or you may be a mid-level technical or business professional. Either way, to reach your goal with the certainty that you will be better off and happy, you first need to believe in the outcome of your decisions. Remember that certainty is built on belief. Olympic runner Roger Banister believed he could run a mile…

Learning is not an “event”

By Doug Foster | April 14, 2014 | 0 Comments

Training, education, learning, knowledge, skills, or whatever you call it. If you are a marketing coordinator, a senior manager, principal or CEO, you seek more of this. And, you’d like to spend your time wisely. Perhaps you seek this to benefit your personal life, not just your professional life. But, often there is a disconnect…

Technical staff has what it takes to win clients

By Doug Foster | April 14, 2014 | 0 Comments

This is a quick note with thanks for the fortune of a valuable lesson that impacted my career. The following is my story. This may remind you of a similar experience.  Now is a good time to thank those who helped shape your career and to think about how you might help someone by challenging…

Prioritizing resources for growth

By Doug Foster | April 14, 2014 | 0 Comments

Small- and medium-sized professional services companies often have a hard time prioritizing resources for investing in their future.  And for those who understand that riding the new economy requires new skills, then the transformation into a learning culture is imperative. Analyzing strengths, weaknesses, opportunities and threats of your organization’s significant influencers is an adaptation of…