Selling
I am 95% billable and I generate business for my company
Many professional service firms’ CEOs and managers are convinced that time spent on overhead activities detracts from the revenue of the company by lowering billability. This is one of the largest misconceptions I have seen. In both my corporate experience and with clients I applied a technique that maintained high billability and generated sales, even…
Read MoreIn a successful organization, sales is part of everybody’s job
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…
Read MoreYou 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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