About a year ago, I embarked on a journey to redesign our firm’s website. At first, it proved to be a major challenge. But ultimately, I used a unique approach which provided our firm a great corporate website for about $7,000. And guess what…you can use the exact same approach. Since many of you may […]
Continue reading...August 18, 2011 by Leave a Comment
Can A Better Proposal Process Guarantee You a Win?
Laura Ricci of 1Ricci has a proposal process that she says will give you wins. Honestly, it is more complicated than any process that I have ever used (and I’ve submitted and won multi-million dollar proposals). Laura claims to have unlocked the magic behind winning proposals: Well, the fact is that winning proposals isn’t magic […]
Continue reading...August 17, 2011 by Leave a Comment
How To End Conversations With Potential Clients
I hate when people end conversations with potential clients like this: “Here’s my card. If you need anything, I would be happy to help.” Why is that bad? First, you are basically saying that you are available for them to hire. So, it’s about you. Second, you’ve given them absolutely no reason to call […]
Continue reading...August 14, 2011 by Leave a Comment
Proposal Basics from the Buyer’s Perspective
I recently had the opportunity to review proposals and conduct interviews with firms. During this process, a few proposal and interview basics came to mind. And while I’m often the proposer, it’s nice to be able to talk from the buyer’s perspective. So here are my suggestions from a buyer’s perspective. If the guy who […]
Continue reading...August 7, 2011 by 1 Comment
Why Productivity is a Key Marketing Topic
People rarely unsubscribe to this site. And I thank all of you that clicked on the link to the right and subscribed. But when they do unsubscribe, it’s always after a post on productivity. My Story Here is why I push productivity so hard. When I started my career, first with a real estate […]
Continue reading...May 22, 2011 by Leave a Comment
Focus on Tangible Results for Better Marketing at Conferences
I know many marketers think you go to conferences, throw up a booth, sit behind it, and mission accomplished. You are branding your firm. I have to believe there is a better way to approach conferences. If you are going to take several days away from your job and family, I think you need […]
Continue reading...May 5, 2011 by Leave a Comment
The Proposal Project Order Formula
The other day the question came up about whether we should give our staff guidance on the order projects should appear in proposal resumes and experience sections. The ultimate answer was, “I hope not.” To some respect, it’s a gut decision. But then I thought, maybe it’s not. Maybe there is a formula to picking […]
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