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CEOs and CFOs can endear their creditors by sharing their sales process

By Doug Reed | July 16, 2014 | 0 Comments

CRMs have been a tough sell for many professional services firms because they were seen as adding work. So, I often end up implementing a simplified system that mainly used the Opportunities tracking module. I think that the newer cloud based systems have overcome many objections and their use is finally starting to sink in.…

To broaden sales participation, the CEO must remove barriers

By Doug Reed | June 18, 2014 | 0 Comments

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…

I am 95% billable and I generate business for my company

By Doug Reed | June 6, 2014 | 0 Comments

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…

Creating change is a top-down imperative

By Doug Reed | May 30, 2014 | 0 Comments

Those who control person’s job status, salary and recognition within the firm have ultimate control.  Does this mean a CEO can order change to occur?  My observations are consistent with organizational behavior theory.  The answer is no, at least in the professional environment where I spent over 35 years of my career. What I have…

Professional services industry trends and solutions

By Doug Reed | May 21, 2014 | 0 Comments

The industry sales model is changing. It is moving solidly to a seller-doer model and away from having dedicated sales responsible staff. The SMPS Foundation conducted and published a research report in 2013 called A/E/C BUSINESS DEVELOPMENT – The Decade Ahead that supports this. In the last ten years, twenty one-percent of SMPS member firms…

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

By Doug Reed | 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 Reed | 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 Reed | 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 Reed | 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…