Lead nurturing is a highly-relevent topic nowadays with most firms struggling to win business in the current recession. Why? Roughly 75 percent of all leads are long-term opportunities that need nurturing.
Listen as Dan McDade, founder and president of PointClear, explains how the best firms focus on these opportunities by using meaningful, thoughtful, and enjoyable communications.
An attendee at our executive breakfast seminar last week asked:
Are you an advocate for social networking sites like LinkedIn and Facebook? Do you recommend in general that professionals use them?
The answer is that I’m an advocate of building and maintaining relationships with people who are important to your business. Social networking sites like LinkedIn, Facebook, Twitter, Plaxo, and others, simply happen to be gathering places for people that also provide easy methods for interacting with one another.
If you’re looking to create a culture of business development at your firm, you’ll want to follow all six factors in the window into business development performance. Miss one of the factors for any reason and you’ll severely limit your success.
In part two of this two-part podcast, Mike Schultz, publisher of RainToday.com and president of Wellesley Hills Group, outlines factors #4-6 for creating a culture of successful business development performance. Be one of the rare service firms that focuses on all six factors and you’ll need more people to get all of the new client billable work done.
Lately, business development has been on the minds of service firm leaders, and for good reason: The recession has made firm leaders work extra hard to keep their firms’ revenue flowing.
So, how do you get the best business development results? Mike Schultz, president of Wellesley Hills Group and publisher of RainToday.com, believes there are six key factors. In the first part of this two-part podcast, Mike explains the first three of those factors: Expectations & Feedback, Tool & Resources, and Consequences & Incentives.
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