Business Development, Culture, Most popular
A firm’s reputation begins taking form the moment one of its employees begins interacting with a prospect. A sales meeting is one of the first and most important interactions because prospects understand that “how a firm sells me is how they will serve...Business Development, Growth Strategy, Marketing Strategy
Every professional services firm faces a moment of reckoning: when growth stalls. To turn the lead spicket on, you increase outbound efforts. You double down on LinkedIn ads. Maybe you start a new thought leadership campaign. But the leads trickle in, the pipeline...Business Development, Growth Strategy
Cross-selling is the white whale of professional services growth. Every CEO sees the revenue potential sitting right there, just on the other side of the client relationship: other service lines, complementary capabilities, and latent client needs. But for all the...Business Development, Growth Strategy
Professional Services RevOps vs. the IC Triad Several years ago, I wrote a blog on CRM use in professional services. In my post, I stated that most firms would be better off if they simply eliminated their CRM systems, as the clash of culture, process, and technology...Business Development, Marketing Strategy
The NFL is in the midst of OTAs following the draft. The season doesn’t officially kick off until mid-July with rookie camps. What are the teams focusing on? The fundamentals: blocking and tackling. Why? Because success starts with the basics. Winners...Business Development, Marketing Strategy
Here are 6 immutable marketing guidelines for professional services firms during the COVID-19 pandemic that will build your reputation—or at least protect it until it’s over.
Business Development, Marketing Strategy
Well, we’ve reached the point where Marketing has ruined a good thing once again. We did it to social media, buyer personas, podcasting, marketing automation, Christmas, Easter, and Memorial Day. What have we ruined this time? We’ve managed to ruin the critical,...Business Development, Marketing Leadership, Most popular
Over my career, I have received, given, or simply observed thousands of briefings, pitches, and proposals. There is a clear delineation between effective and ineffective presenters and business-development winners and losers. If you want to be an exceptional marketer...Business Development, Culture, Growth Strategy
by Jeff McKay and Ted Harro The whiz kids from your expensive strategy consultant will often tell you that cross-selling is the solution to a professional services firm’s growth challenges. “If clients like and trust your tax, they will like your IT...Business Development, Culture
Recently, I was in a meeting of senior accounting marketers. As we were discussing challenges, ALL were bemoaning the use of—or the lack of the use of—their firm’s CRM system. I heard complaints like: “It’s like pulling teeth to get our partners to use it. “ “It’s too...Business Development, Marketing ROI
Firms focused solely on lead generation risk squandering their marketing investment and sub-optimizing their business development efforts. Paul Gladen, President & CEO of Muzeview, leads a thoughtful discussion with Chris Aitken of Muzeview and Jeff McKay of...Business Development, Marketing Strategy
Professional services firms spend tens of thousands, if not hundreds of thousands, of dollars trying to understand WHY clients choose to work with the firms that they do. Let me give you a gift and save you the money. Every market research study I have seen (and I...