Who’s the Decision-Maker? Company D’s decision-maker spent 12 months cultivating a relationship with a desirable client. He was anticipating submitting a bid for a 5 year contract. The RFP was finally issued, and it included a submission that requires a specialized skillset to execute at the highest level. I have that skillset, and they asked … Continue reading Is The Decision-Maker Who You Think It Is?
Chances are that if you were stressed about your business before the pandemic, that stress is greater now. If you weren’t stressed before, you may have experienced it the past several months. I experienced my own elevated stress and have worked with many professional and business services firm owners to mitigate theirs. Now that we … Continue reading What Are You Doing to Relieve Owner’s Stress?
Is it true that questions can create business opportunities? Yes, our experience tells us it is. Customers, Clients and Buyers The questions have to be asked of the right people. The right people are customers and clients, people who have paid you money in the past 18-24 months. Asking them the right questions will turn … Continue reading The 3 Questions that Create Business Oportunities
Business development is a continuous challenge, especially turning leads into prospects who then become actual buyers. Here’s a textbook case of what not to do. I was attending a small business conference and ran into the COO of a small start-up. She told me they’re caught in a not-unusual conundrum: they need users in order … Continue reading I Should Give You a Name Because You Hand Me Your Card?
We’re reflecting on what it takes to create a business that lasts and is of lasting value, during this, our 20th year. Among the top 5 practices is a company’s commitment to creating long lasting relationships. Too many current business practices do the exact opposite. Are your one-on-ones really one-and-dones? How many times have you … Continue reading How To Create Long Lasting Business Relationships
The beauty of Tinker is that you can start today. That’s because you’ll be making space for one single hunch to bubble up, then you’ll design a three-week experiment to test it. Finally, you’ll review the data you’ve collected and make the go/no-go decision.I designed the 3-T Model specifically to help growth-minded business owners develop … Continue reading How to Tinker to Boost Company Results
I’ll always remember when I learned that Warren Buffet writes an annual letter to shareholders in his own personal voice. He inspired Bill and Melinda Gates to do the same. And he inspired me to write one for Trivers Consulting Group. We concentrated on three primary objectives in 2018: Marketing on two tracks: Top of … Continue reading Be Like Buffet-Write Your Company’s Annual Letter