Maximize our customers’ experience

Three questions for successful client relationships

Want to build strong relationships with your clients from the beginning? One that ensures all their goals and issues are addressed effectively to set you both up for success? Then, client relationship management must be a top priority. This does not mean you “roll over” when pushed by a client.  Of course, these are two…

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Your firm is

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 like to spend your time wisely. Most of all, you want something of value out of your learning investment. Yet, time and again, you experience little…

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Who Says Only Senior Managers Can Generate Sales?

Who brings in the business in your firm? Usually it is the senior managers. Think about how strong business would be if everyone– CEO, CFO, Project Manager, and junior Engineer/Architect/Scientist– also contributed. What do each of you have in common? Each of your livelihoods are impacted by your contribution to generating revenue. You are either billable…

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To broaden sales participation, the CEO must remove barriers

As a principal in charge of the largest division of a 130 person firm, a first step in implementing a highly efficient sales program was to make sure everyone knew the latest sales methods and spoke a common sales language. Since operations and finance managers were a potential barrier to broaden sales, all senior managers went…

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

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…

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