Sales

Negative Client Feedback is the Start of Innovation

When a client leaves you a message along the lines of “We need to talk,” our first reaction is to cringe and start thinking of all the bad things the client is going to throw in our face. We instantly tense, and formulate our push-back strategy when the client starts bringing up the issues they find unsatisfactory, or worse, we think of hiding in the closet and trying to avoid the conversation altogether. Stop right…

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Branding

Picking Names for Puppies or Professional Service Firms

Recently, my husband (Greg) and I adopted two adorable female, Beagle-mix puppies from the Dade City Animal Shelter. We were so excited and started taking them with us everywhere to introduce them to our friends and family.  After being introduced, our friends and family would coo and then ask for their names.  Ugh.  Unfortunately, Greg and I couldn’t really settle on names right away.  The desire to become parents to these adorable creatures was very…

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Sales

How to Get Out of a Sales Slump

When you, your team, office or firm is in a slump, it doesn’t take long before the finger pointing begins.  After spending too much money on a losing pursuit, or experiencing a loss in revenue over a long period of time, you may hear questions like: Why did we chase those projects? or Why did our team go after that?  The Bottom of Failure Even though we don’t want to admit it, at the bottom of…

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Proposal Strategy Proposal Teams

Creating Balance During the Proposal Pursuit

The idea of work-life balance has gained a lot of popularity in recent years as millennials have entered the workplace. Working a 9 to 5 and then going home and turning off work is getting harder thanks to mobile connectivity.  Instead of looking at work and life as two separate places, what happens when we start examining them as intertwined pattern woven together.  Each strand has a different color, a different meaning, but when woven…

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Proposal Strategy Proposal Teams

Boost Proposal Team Morale in Five Ways

Boost Proposal Team Morale in Five Ways A proposal team working on a tight deadline can create a steam-cooker-like environment. Even the nicest marketing professional can get snappy when an architect, senior planner, and project manager are giving three different directions for an upcoming shortlist presentation. Although it’s important the best product gets submitted to the client, breaking down the team in order to get it to that point is not ideal, because usually there is…

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