Babette Ten Haken

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Is Word of Mouth Syndrome the fulcrum of your company’s business development strategy?

August 10, 2010 by Babette Ten Haken Leave a Comment

“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]

Filed Under: Collaboration And Convergence, Human Capital & Industrial IoT Workforce, Professional Development Tagged With: business development, business development strategy, engineering firm, status-quo mindset, Word of Mouth

Do you bring passion to your engineering career?

August 3, 2010 by Babette Ten Haken Leave a Comment

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]

Filed Under: Customer Experience, Success, Loyalty, Retention, Human Capital & Industrial IoT Workforce, Professional Development Tagged With: business development, engineers, entrepreneurs, small businesses, startups, stewardship

Are your prospects throwing you under the bus?

July 27, 2010 by Babette Ten Haken Leave a Comment

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]

Filed Under: Collaboration And Convergence Tagged With: business development, engineering, sales, sales-engineering

Do you provide simple solutions for your clients?

July 19, 2010 by Babette Ten Haken Leave a Comment

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]

Filed Under: Collaboration And Convergence, Human Capital & Industrial IoT Workforce, Professional Development Tagged With: collaboration, customer acquisition, customer retention, decision-making, engineer

Stuck in a rut? Try thinking like a start-up!

July 13, 2010 by Babette Ten Haken Leave a Comment

“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]

Filed Under: Collaboration And Convergence, Human Capital & Industrial IoT Workforce, Professional Development Tagged With: business development, entrepreneur, start-up, status-quo mindset

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