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Atricle Dump - Want More Clients? Get More Vision
Power Teams work well when there is an element of trust and integrity. Holding the information for a project is certainly one of those areas where trust is prominent. No one should own the information but all need to have unlimited access to it. Even then, the information needs to be stored and there should be only one or two administrators that look after it. This may seem like a lot of work but the ownership issue can cause problems unless defined ahead of time. If the information is stored in a database, you may want only one or two people to do updates or additions and deletions. If you add too many people to the administration of the data, there can be duplication of effort and even worse, deletion of data that is crucial to the success of your project. Information ownership should not be a matter of territory. It should, however, be a matter of contro
And, you’ll be even more pleased to know th
Many pioneers of lean manufacturing or JIT traveled to USA to study the Henry Ford’s line assembly system. They studied the manufacturing system which made Henry Ford one of the richest of the planet. They studied the pluses and minuses of the system.But, many Japanese manufacturers were more interested in supermarkets than Ford’s system. Sounds bad? It is true though. Lean manufacturing pioneers thought about the possibility of using the super market concepts in the manufacturing process that they are going to develop. It might not be possible to say lean manufacturing is born on the supermarket concept. But JIT operates more or less similar to the concepts of the super markets.A supermarket never keeps large stocks in them. They will keep only the shelf full and when the goods are being removed from the customer, it will be detected ad the shelves will
In other words, instead of identifying industries or companies or individuals who seem to be the likely buyers of my services and trying to get in touch with them (the way most experts would advise), I simply publish this newsletter every other week, sit in my office drinking coffee, and wait for the phone to ring (what can I tell you, it seems to work).
As a result of this approach, and again, unlike the experience of most service professionals, in that first conversation with a prospective client, I usually know absolutely nothing about who they are or what they do.
I know, I know, that’s a cardinal sin in the world of sales. You’re supposed to do all kinds of research regarding a prospective client and the industry it lives in before getting on the phone with them. How else can you impress them with your intimate knowledge of what they do and the problems they face, and avoid looking foolish and ill-informed during that first, all important, discussion?
Good question. You’ll be pleased to know that I’ve developed and fine-tuned a Proprietary Interrogation Methodology (PIM), which allows me to learn all about a prospect, without compromising my position as all- knowing consultant in the process.
And, you’ll be even more pleased to know th
But the question is; do you really want to?At present, being employed and working from home with absolutely no commute to the office is generally unheard of. According to the Australian Bureau of Statistics, 10% of the NSW workforce Teleworks. This is where they still have to venture into their office, however also have the opportunities to take work home. It may sound like they get a great lifestyle, however, in truth, they still are bound by employer agreements- they still have to ask to have holidays, they still only get paid what their employer is willing to give them etc.Co- Owner of Memories 2 Movies; Kelly Mouriliyan; says ‘the reality is that employment from home is extremely hard to find. You need professional skills, and you are still required to commute into the office now and then. I decided to become my own boss and really set my own hours’.
As a result of this approach, and again, unlike the experience of most service professionals, in that first conversation with a prospective client, I usually know absolutely nothing about who they are or what they do.
I know, I know, that’s a cardinal sin in the world of sales. You’re supposed to do all kinds of research regarding a prospective client and the industry it lives in before getting on the phone with them. How else can you impress them with your intimate knowledge of what they do and the problems they face, and avoid looking foolish and ill-informed during that first, all important, discussion?
Good question. You’ll be pleased to know that I’ve developed and fine-tuned a Proprietary Interrogation Methodology (PIM), which allows me to learn all about a prospect, without compromising my position as all- knowing consultant in the process.
And, you’ll be even more pleased to know th
How can we consistently and cost-effectively exceed customer expectations in order to earn repeat business?This is the challenge many organizations face, especially as competition increases. Smart companies have come up with a novel answer, a low-cost way of exceeding expectations that really makes customers happy.I do some of my shopping at Pavilions, an upscale grocery chain owned by Safeway. On numerous occasions, when paying my bill, the checker has asked:"Would you like some help out to your car?"I’m a fairly big guy, so this line is almost humorous when I’ve only purchased a half-gallon of milk or a six-pack of Coke.Still, I appreciate the gesture.And this is precisely the point that Pavilions wants to make. It’s sending a clear signal that it’s WILLING to go out of its way for me. This builds relationship credits in my
I know, I know, that’s a cardinal sin in the world of sales. You’re supposed to do all kinds of research regarding a prospective client and the industry it lives in before getting on the phone with them. How else can you impress them with your intimate knowledge of what they do and the problems they face, and avoid looking foolish and ill-informed during that first, all important, discussion?
Good question. You’ll be pleased to know that I’ve developed and fine-tuned a Proprietary Interrogation Methodology (PIM), which allows me to learn all about a prospect, without compromising my position as all- knowing consultant in the process.
And, you’ll be even more pleased to know th
Since my first consulting project almost thirty years ago, I have learned a lot about how to successfully manage consulting projects and the client/consultant relationship.Here are some ideas that may help you with your consultants (and your lawyers, accountants and other professionals):1. Before you introduce consultants to the process, be sure you need what you want and want what you need. Beware of consultants that agree to do whatever you want, whether you need it or not.2. Look internally to confirm the three "C's" of consulting project readiness: Capacity in budget, time and resources; Commitment of management and staff affected by the process; and Capability to support the project and implement the conclusions.3. One more "C" – Compatibility. Select your consultants from an organisation that is compatible with yours - are you a corpo
Good question. You’ll be pleased to know that I’ve developed and fine-tuned a Proprietary Interrogation Methodology (PIM), which allows me to learn all about a prospect, without compromising my position as all- knowing consultant in the process.
And, you’ll be even more pleased to know th
Late to work, time wasters, lazy, or simply not showing up at all. As a manager or an employer, these are the issues facing us. Why? In many areas of the United States, the education system is so poorly funded that one teacher can have up to 40 children in the classroom. How many times have you seen someone walking with traffic instead of against it, as is proper. Even college graduates often lack the common sense skills to accomplish what is needed of them in the workplace. With all these challenges, how can we learn to deal with and, better yet, love our employees?We must do what the social system has not done, equip them with the necessary skills to succeed. This means education. If your employee is willing to spend the time on higher education, why not pay for it. You argue that you can’t afford it. Can you afford stupid employees?Still, if
And, you’ll be even more pleased to know that I’m going to share this entire blueprint with you, today, at no cost (you can thank me later).
It’s tricky though, so watch carefully. Here goes…
When I’m on the phone with a prospect, and after exchanging the usual pleasantries and chit chat, I pause and take a deep breath. Then, I look straight at the phone, and with a confident, yet inquisitive voice, I say: "So, what do you guys do anyway?"
Bam! That’s it. They start talking and we’re off and running.
All kidding aside, I have noticed one interesting thing in these situations (and this is the point of today’s newsletter, so try to stay with me).
If the person on the other end of the telephone works as a "typical" professional service provider (accountant, recruiter, financial planner, marketer, etc.) they answer my question by explaining their business model. For example, "We help mid-size technology companies market their products, using our five point system for blah, blah. We zipidy-zip their blah, blahs, and charge a licensing fee and hourly rate." You get the picture.
If, on the other hand, I ask this very same question to someone in a nonprofit organization, the
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