Would you voluntarily turn your Engineering meeting over to the VP of Business Development? Think about it: Key Performance Indicators, or KPIs, meet Sales and Profitability Goals.While the Engineering function is seeking 0% defects and elimination of wasteful processes once the work comes in house, the Business Development function has their eye on anywhere from… [Continue Reading]
Let's play 20 questions: should the VP of Business Development run your next Engineering meeting?
How accountable are you if you live in a cubicle in a siloed organization?
How do you go about your business when the guys and gals at the top talk Team and then make you feel like you are out there Solo? With so many sales and engineering organizations thrashing away at making their numbers each quaqrter, is there really a Playbook for you to follow? Do you have… [Continue Reading]
10 Reasons Why Your Technical Expertise May Not Ensure Job Security
Sometimes, regardless of where we sit around the table, we see the same thing the same way. Last week, I posted a blog entitled “What if an Engineer ran the next Sales and Marketing meeting?” My thanks to the extraordinary feedback provided predominantly by members of the following LinkedIn groups: Sales Gravy LinkedIn group, SME… [Continue Reading]
What if an Engineer ran the next Sales and Marketing meeting?
The Sales and Marketing meeting is a sacred space. Ponder that the most dangerous sales person in your organization just might be the an engineer who understands the dynamics and language of the sales process. So let’s take that a step further. What if an Engineer ran the next Sales and Marketing meeting? Industrial Interface,… [Continue Reading]
What if all of your customers were like your best customers?
What if all of your customers were like your best customers? In this economy, engineering firms have bids tied up in engineering projects. Those projects are contingent on economic stimulus funding, which is slow to trickle down. There’s a lot of engineering work being promised. Timelines for contract awards get extended further and further. Some engineering… [Continue Reading]
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