Responding to RFPs in professional services firms sucks. RFPs are inefficient, expensive, and seldom lead to selecting the most qualified provider. Cal Harrison of Beyond Referrals teaches us how to fix them.
Business Development
Insights on creating sustainable growth through targeted client acquisition and relationship management strategies.
Avoiding the Sales Kill Box with Gartner’s Maria Boulden
Content marketing was supposed to make buying and selling easier. Unfortunately, it did just the opposite. Gartner's CSO Whisperer, Maria Boulden, shares why the pandemic, digitization, and sales behavior have combined for inefficiency and ineffectiveness.
From Value-Based Pricing to Value-Based Selling with Blair Enns – Part 2
In part 2, Blair Enns shares how expertise, positioning, and value-based selling are inextricably linked. Learn why you should narrow your expertise and develop a differentiated POV that connects with buyers who value the value you provide.
From Value-Based Pricing to Value-Based Selling with Blair Enns – Part 1
You cannot implement a coveted value-based pricing approach unless you implement value-based selling first. Learn why and how to do both effectively.
Selling Existing Solutions to New Clients; Wait! Isn’t that Just Business as Usual?!
Expanding Existing Client Relationships Through Cross-Selling
If cross-selling is an easy way to drive growth, why is it so hard to actually do? Learn how to be more effective using this strategy to drive growth.
Is Your Firm Ready to Grow Again?
Much of the economy appears poised for growth over the next 3 quarters -- are you prepared to capture it?
The Pipeline Cliff — An Interview with Mark Wainwright on Sales Planning for Doer/Sellers
Mark Wainwright shares his thoughts on the intersection where certainty ends and partners' "night sweats" often begin -- your sales pipeline.
Why Clients Don’t Choose Your Firm
What takes you from the "short-list" to "hired?" Jason and Jeff wrestle over this critical phase of the client buying process.
Good Sale. Bad Sale – An Interview with Brian Caffarelli of Strategic Talent Solutions
Jeff and Jason welcome Brian Caffarelli to discuss the long-lasting impact of good and bad sales decisions.