New Business Insights From the Front Lines

Happy July 4th!

I know you’ve heard this story before, but I believe it’s well worth repeating. I get up every day, say ‘good morning’ to my wife, get my coffee, read the paper and head to the office. While most days are usually fast and furious and somewhat stressful, at the end of the day, I enjoy […]

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Are you riding a dead (or dying) horse?

As we reach the midway point in the year, it’s a good time to pause to reflect on how things are going – where you are against plan, what’s working well and what’s not. If this leads you to the realization that what you’re doing is just plain ineffective or in some way out of […]

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More is better – One tactic helps you retain AND attract clients

As AT&T touts in its popular, “It’s not complicated” campaign, “more is better.” So wouldn’t it be nice to learn that one tactic could help you solve two problems? While there’s no one “silver bullet” solution for either retaining or attracting clients, Client Research can have a significant impact on your ability to improve your […]

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Harness the power of research content to improve business development

HOW TO REMOVE THE 3 OBSTACLES TO ADD RESEARCH TO YOUR CONTENT ARSENAL I’ve long been a believer in the power of quality content to attract prospects and help build a firm’s brand, especially when the content truly connects with the prospect(s). This includes accomplishment based content like relevant case studies that when done well […]

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Map your meetings and presentations to win more

I’m sure you have a general approach or process that you follow for developing your new business meetings and presentations. I’m also certain that the better the approach enables you to connect with  each prospect, the more successful you’ll be. I read a good article about the concept of using a Message Map as tool […]

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Building a powerful LinkedIn network starts with the right introduction

Getting to ‘yes’ in 300 characters or less. See if this sounds familiar – you’re browsing LinkedIn over your morning coffee and a person pops up that catches your eye. Not only does their company fit your target profile, they also fit (title and department). Plus you happen to share a LinkedIn member and group. […]

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Do your stories solve the right problem(s)?

Your client success stories reveal much about your firm. More than you think. If done properly they communicate the types of clients you serve, the role you play, your level of involvement and how you think. Most importantly, they show the kind of problems you have experience solving and what your efforts are capable of […]

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It sure ain’t how your father networked!

Business networking today is certainly different from generations past. Not that long ago it meant getting out of the office once a month or so to a lunch with other like-minded individuals from your area. Other than the mediocre food, it was nice opportunity to catch up with old friends and colleagues, meet new ones […]

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