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Posts Tagged ‘Personnel’

The One Question I Would Ask Your People

Take this simple test and consider putting it to your team members. It’s one question to which the answers reveal so much about the firm and the individual respondents. I love putting this question to people who do not have day-to-day business development responsibilities – people like creative directors, partners, CFOs and pretty much anybody else in the firm.

Okay, here’s the million dollar question…

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The New Rainmakers

Years of insisting that business development people generate leads instead of just follow up on those generated by other means has forced creative firms to prefer sales-based skill sets of cold calling and networking over others. In this article I explain why those skill sets are less valuable today and what is replacing them in…

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Are You Hard-Wired for Business Development Success?

Nine years into advising creative people on how to sell their services I have come to see that the variability of our individual hard-wiring not only predicts our likelihood of success, but it helps to identify which business development strategy we will select in our pursuit of success. McLelland’s Theory of Needs postulates that people…

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Business Development Compensation

How and how much should a marketing communication firm pay its business development personnel? While there is no easy answer, following these five steps should help lead to a compensation (pay) plan that works for employee and employer. This article builds on last month’s Win Without Pitching Newsletter issue, Business Development Planning, which discussed setting…

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Google’s Impact on Business Development

In his 2006 book The Long Tail: Why the Future of Business is Selling Less of More, Wired magazine editor Chris Anderson explores how technology has enabled many businesses to exploit tiny, previously unviable niche markets rather than chase the lowest common denominator mass markets. One set of such enabling technologies is what he calls…

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The Right People on the Bus

In Jim Collins’s 2002 book Good to Great he explained that one of the common denominators of success that turned ordinary companies into consistently extraordinary performers was the ability to get the proper people on the team, or the bus, as he put it. But in agency business development, who are the right people? In…

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Can Sales Be Outsourced?

“I know we need to get out there and sell our firm’s services, but I don’t want to be the one to do it, and I can’t justify a full-time position. Can’t I outsource it?” If you’ve ever posed this question, this issue of the Win Without Pitching Newsletter is for you.

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