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.
Every professional service provider tries to make themselves distinct in the eyes of buyers: We seek to show our expertise, to respond to their needs, to listen, to articulate things well. Yet, in sales conversations, according to the buyers, we often don’t do these things, making ourselves distinct in a very different way.
Listen to this podcast with John Doerr, founder of RainToday.com and co-president of Wellesley Hills Group and co-author of How Clients Buy: 2009, as he discusses the top five mistakes service providers make when engaging in sales conversations with potential buyers:
In this episode, we look at whether buyers of professional services plan to increase or decrease their spending. The data from our How Client Buy: 2009 research report shows the news isn’t good for nearly every kind of firm out there.
Our research does show an upside though. As Mike Schultz, president of Wellesley Hills Group and publisher of RainToday.com, explains, the majority of professional services buyers are not loyal to their current firm and are willing to switch providers.
Listen to learn what spending looks like in your industry and what you can do to begin making your competitors’ clients your own:
Based on the research findings from What’s Working in Lead Generation, we created a 21 page executive summary of the report titled 6 Lead Generation Insights for 2007. Download the free 6 Lead Generation Insights for 2007 here.
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