Professional Services
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I had a problem. Customers wanted training. They’d pay for training. I knew they needed something else. It would take longer, require more work and money, but deliver a 5x greater likelihood of a positive outcome. Training would be part of it, but not till after we’d looked at their market, hiring, management, compensation…
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If you ever have to sell anything, especially services, you know that you’re trying to ANSWER several questions for yourself or your company: Can we help this person? Do we want to work with this person? Will this person pay us? Just as important, though, you need to answer questions for the POTENTIAL CLIENT:…
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I do a lot of work with professional service providers: Attorneys (across several practice areas) Consultants (in various fields) Accountants, fractional CFOs, and bookkeepers Financial services providers Engineers and architects You may even throw real estate and some insurance professionals into that group. They’re doing great work. They’re pros in their fields. They make their…
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If you aren’t asking them Roughly 10 years ago, a consultant shared with me the questions he asks his clients every year. Not 6 months after they sign up. And not just at the renewal of a contract. Every year. Since then, I’ve asked them of clients (though not as often as I should’ve). When…
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It’s time to rethink the CRM. It’s not just for evaluating prospecting and reviewing the pipeline, though it’s 2023-necessary for doing those. The CRM is really about your market, real intelligence, and finding opportunities to grow the business. And that makes it incredibly important to you – and potentially to whoever runs or buys your…
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