Sales Management Yields Forecasts

Use these steps to avoid CRM implementation failure

A strong Client Relationship Management program (CRM) can be a major asset for your organization’s revenue generation engine. But… effective CRM implementation is OFTEN TRICKY and more often than not, it fails. Time and money is lost and frustration and blame leads to misery. There is a right and wrong way to implement CRM. Very…

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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 missing revenue if junior staff isn’t billable

The best use of technical staff is to be billable, right?  One needs more technical and managerial experience to be effective at sales, right?  Yet, there are 3-4 times more junior staff then senior staff. If you could get that many more people driving sales just how fast can you go? Lucky for me I…

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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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How to Improve Client Relationships Just by Listening

We are in a technical business employing a lot of technical people who deliver services. Usually, it is a very small number who contribute directly to bringing in new business. How much business would your firm have if every single employee had direct involvement in landing new and interesting projects? You probably just thought, “Way…

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Must use simple tool to develop and grow your business!

Four things to do to grow

In a recent podcast produced by Matt Handal, author of Proposal Secrets, titled Growing A/E/C Firms with Doug Reed, I share how a unique approach centered around an accounting mechanism (the timesheet) that most of our firms use, will help firms grow even during the most challenging economy. I know because I was a consulting engineering firm…

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For best results don’t just learn, learn right

As a staff engineer on the cusp of securing my professional license, my employer gave me opportunities to support new business pursuits. While I happened to be successful on the first few, I don’t give myself the credit. I give the credit to the owners and senior managers of the firm who gave me the…

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