Professional Services Leadership, Marketing & Rainmaking
From the monthly archives:
There’s no shortage of advice about which strategies work or don’t work for services marketing. Yet they seem to conflict with each other regularly. So what’s the scoop? Which ones work?
It’s less a question of which ones work than it is which ones will work for you given the dynamics of what you sell. Answering that question requires many considerations, but there’s one that many firms overlook: whether the service they offer is demand driven or demand driving.
Batten down the hatches. Stick to your knitting. Trim the fat; trim some more. With no end in sight for the recession, you must embrace new ways of leading if you want to compete in a downturn…
STOP! You and your team have heard the mind-numbing drumbeat of endless how-tos “in a downturn” for the past 24 months. And it has wrought the following:
Now that the end of the Great Recession is here, services firms must renew hustle, passion, intensity, and competitiveness. It’s time to roll out words we haven’t used for a while: innovation, opportunity, and progress.
As always, it’s up to leaders to make sure they happen. This four-step process will help them stop leading in a downturn, and start leading in an upturn.
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