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Posts Tagged ‘coaching’

Why you’re not meeting your clients’ needs

I am excited to offer you a free downloadable tool to keep your services positioned for high-demand and high-profit. See below for the link. Read to find out why this is so critical to your career and financial health. You created your business model back when your company was formed or when you took over as CEO. You…

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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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Lessons on CEO burnout, how to spot it, how to resolve it

Part of being an effective leader is to constantly evaluate yourself. It can be difficult to objectively determine how you’re doing– to see yourself as others see you. The problem of leadership burnout is that no one is going to tell you. No one is going to come into your office and tell you that you’re…

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Strategic Execution– What 4 things must you do to “make it so”?

what 4 things do you do to make it so

The planning process is essential to establishing broad goals, but it doesn’t just start or stop there. Next, you must execute consistently on clearly identified steps that build to the ultimate goals identified in your strategic plan. In the case study below, you’ll see innovative actions that ultimately led to the firm’s success. They include: hiring…

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Professional services industry trends and solutions

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…

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Learning is not an “event”

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…

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Technical staff has what it takes to win clients

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…

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