“Everybody knows who we are” the Business Owner, an industrial manufacturer, declared. “We don’t need to market or advertise.” “Gee that’s great!” I said. “You must win 100% of all the business that’s out there, and have no competitors, right?” The Business Owner sat across the table from me and mused, “Well, that’s not exactly… [Continue Reading]
Is Word of Mouth Syndrome the fulcrum of your company’s business development strategy?
Do you bring passion to your engineering career?
Last week, I had the privilege of working with the heads of two entrepreneurial companies, one retail and one IT. I’m a strong believer in stewardship. At least once a month, as part of an Expert Board panel, I provide business development and sales insight to start-ups and companies taking their small businesses to the… [Continue Reading]
Are your prospects throwing you under the bus?
For those of you involved in business development for your company, it’s getting difficult to tell whether you’re going to close on a contract. I mean, the client is interested and engaged and then… nothing. Clue card: I’m talking to all of you within the sales-engineering continuum at your company. Because business development isn’t just… [Continue Reading]
Do you provide simple solutions for your clients?
You know the saying as it relates to engineering. Some variation of: “Don’t ask Jack/Jill what time it is. He/she will build you a clock.” You probably engineer some pretty awesome clocks. But how do you get from the conceptual clock (e.g., what the client wants) to the outcome (e.g., what the client needs)? It… [Continue Reading]
Stuck in a rut? Try thinking like a start-up!
“But we’ve always done things this way and it’s always worked.” Now THAT’S the definition of the status-quo. And you know about Einstein’s definition of insanity, paraphrased as doing the same things the same way and expecting different results. I always ask my clients how the status-quo has been treating them. And they don’t know… [Continue Reading]
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