Contributed by Mike McLaughlin
- The Trouble With Elevator Speeches
The elevator speech is that tightly scripted, 30-second introduction that should pack as much information about a person as possible ...
- Account Management as a Marketing Investment: A Lesson From the Airlines
From the time you book an airline flight until that plane lands, your pecking order in the airline's customer hierarchy ...
- The Four Myths of Professional Services Marketing
For decades, professional service providers—including consultants, accountants, lawyers and others—were reluctant marketers. They thrived in a cozy world where networks ...
- Why Not Guarantee Professional Services?
Professional services marketing literature is full of claims about the quality of offerings and dedication to client results. Without a ...
- The Worst Thing About Best Practices
Few "tools" are more widely abused these days than so-called best practices. It's no wonder that most banks, supermarkets, airlines, ...
- How to Keep Any Project on Track
You might call it the project from hell, the death march or the one that ended up in the ditch. ...
- Six Strategies to Get Paid What You're Worth
Clients and consultants alike usually dread fee discussions. Here are six strategies to help you preserve your profit margins and ...
- Rules for Rainmakers
Many wonder how a rainmaker reels in so much business while others can only shake their heads in amazement. Some ...
- How to Write a Killer Proposal
The consulting proposal is a necessary evil. A great proposal can be decisive in winning a project; a poor one ...
