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Two Steps To Better Business Development and Marketing in 2015
It is our annual ritual. Marketing and business development professionals hunker down to create fresh plans that will make the best use of resources, resonate with management, and somehow penetrate the...
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The Blurry Line Between Marketing and Business Development (And Does The...
Let’s talk about the blurry line between marketing and business development. I’m not one of those terribly concerned with what we call it. Preoccupation with either the use or elimination of specific...
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Targeted Business Development, Or Pursuit Of The Broad Side Of An Empty Barn?
Where business development efforts are consistently slow-going, there’s a good chance the issue is related to smart targeting. Specifically…the lack thereof. Here’s a quick exercise. Pull out a...
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4 Keys To A Better Business Development Pitch
So far this week I’ve taken nine — count ‘em — nine sales calls at my desk. And those are just the ones that have gotten through. You get them, too, I know. Almost every one greeted me as though we...
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Great Marketing Events Are Catalysts To Business Development Conversations
The event you just hosted, sponsored or participated in represents a good beginning. Introductions. Conversations. A chance to build a bridge or two…or shore one up. This is what the event driven...
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If You Only Focus On One Business Development Item This Week . . .
If you wrestle with making progress when it comes to business development, chances are one of the issue is an anemic or nonexistent professional network. The reason for the difficulty is not that you...
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Contrary To Conventional Wisdom, These Are The Good Old Days Of Business...
Fifteen years ago a know-it-all business development and marketing guy was given a career-limiting assignment: to create national marketing plans for a dozen practice groups in an AmLaw 100 firm....
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What To Do When Things Never Change
Consequential change — the kind that seeps so deeply into the fabric of everyday that it establishes a new benchmark for normal — does not happen overnight. We want to believe differently. When...
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The Best Business Developers I Know Share Four Characteristics
There are markets where sales is little more than a numbers game. Make enough calls, knock on enough doors, ask the question over-and-over, ignore objectionns, and you’ll close some deals. But you...
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Is Your Business Development Strategy Really Just To Hope The Market Picks You?
Does the success of many of our marketing or business development plans hinge on the hope that our market somehow finds and chooses us? Oh, we talk about strategies and grand plans. We might even flirt...
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A Tale Of Two Movers (And How To Deliver A Brand Message That Resonates)
It was, to paraphrase, not the best of times. But it served to remind me that, when it comes to marketing, talk is cheap; and the experience delivered is as eloquent a marketing message as there is. We...
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You Say The Market Isn’t Beating Down Your Door?
If you find yourself wondering where the next piece of work will come from, two things may be true about your marketing and business development efforts. Your professional network is anemic; and you...
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The Key To Identifying The Best Targets For Your Business Development Efforts
In our last post — You Say The Market Isn’t Beating Down Your Door — we suggested two things that are often true of professional service providers wrestling with how to develop new business — an anemic...
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Thoughts On The Lawyer / Marketer Dichotomy
There are exceptions; but the fact is that for many lawyers, marketing is an annoyance, if not anathema. And there is good reason. CLICK HERE TO CONTINUE READING (This week’s post is a guest shot at...
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3 Keys to Better Conversations and the Strategic Innovation of Your Business...
There is a reason so many of the issues we face today are the same ones we faced last week. Or last year. Or three years ago. Or . . . you get the idea. From individual relationships to global...
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Is That A Marketing Opportunity or Distraction Knocking At Your Door?
These days, anyone with something to market has unprecedented opportunity. And that’s the problem. More specifically, better opportunities are one of the major reasons your marketing efforts flounder...
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4 Cornerstones of Strategic Business Development
Any discussion of business development should be required to begin with this disclaimer: There are no one-size-fits-all solutions or formulas. Silver bullets and cookie-cutters might work elsewhere;...
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For Business Development Clarity, Begin With A Focus On Target Identification
When it comes to business development, few things bring the clarity that comes with a focus on targeting. But for who-knows-how-many-reasons, few things are more difficult for many professional service...
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Business Development Efforts That Put You In The Right Place At The Right Time
Some seem to have an uncanny knack of being in the right place at the right time; but when it comes to business development, success is rarely happenstance. In fact, the epitome of strategic marketing...
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If Your Approach To Business Development Doesn’t Include THIS, Think Again
Recently I came across a McKinsey article titled Getting Beyond the BS of Leadership Literature. It’s worth the time (and was a bit indicting); but this is not a post on leading. This is about business...
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