10 Ways to Suck at Conferences/Events, and How to Do Better
On this episode, John and Mark share 10 ways to suck at conferences and events for professional services firms: Just show upWrite a big check for a sponsorship and then send a couple people to “netwo...
26 Feb 202434min
Pricing and Choice Architecture: Help Buyers Make Good Decisions
Pricing is a major lever for revenue and growth, but most business development professionals are not involved in setting price. In most firms, there are a three main approaches to pricing services: C...
12 Feb 202433min
Differentiate Your Proposals With a Statement of Understanding
Delve into the importance of *showing* that you understand your buyer in the sales process. Craft a standalone "Statement of Understanding" as a foundation upon which to develop a solution. In this e...
30 Jan 202433min
Top 10 Marketing & Sales Numbers for Professional Services
On this episode, John and Mark beat up a few metrics like "leads" and "win rate" and share 5 marketing and 5 sales numbers professional services firms should be paying attention to if they want to gro...
15 Jan 202429min
Disastrous BizDev Job Descriptions
In professional services, people are your biggest asset. Especially when it comes to developing new business. Unfortunately, many firms set people up to fail before they're even hired, which could tra...
1 Jan 202432min
The Client Success Story
The client success story can go by many names; case story, case study, use-case, past performance, the list goes on... But how should it be structured? When can it be used? How can it be used for mar...
18 Dec 202328min
How to Use LinkedIn for Business Development
LinkedIn is the primary social media platform for most professional services firms. But oftentimes, it's not used as effectively as it could be to build visibility, generate leads, and move prospects ...
4 Dec 202334min
A Referral Process
Referrals are a powerful tool to use in lead generation toolshed. Referral leads tend to move faster in your pipeline, they're more likely to close, and they end up becoming fantastic clients. But ref...
20 Nov 202329min
