On Thursday this last week Matt Handal of Trauner Consulting Services, Inc. sent several marketers that I have a great deal of respect for a draft of the article “Learning to Accept the Three Card Monte.” The article discusses the practice of “pre-wiring” solicitations by procurement professionals. It caused quite a stir, including two great [...]
Posts from ‘September, 2008’
Networking with a Newspaper Article
Wayne Cobleigh, Manager of Project Development at GZA GeoEnvironmental sent me an interesting article titled “Comfortable Enough to Ask for Business: Networking should be much more than small talk” published in the Hartford Business Journal this week. The author, Carole Donovan of Image Boosters identifies how she believes you can succeed when networking. Although I [...]
Marketing vs. Business Development
‘Marketing’ and ‘Business Development’ are often used interchangeably in the business community because many people struggle to understand the difference between the two terms. The reality is that Marketing and Business Development have two distinct yet interrelated roles in the sales process. Most businesses define the roles and responsibilities of the two business functions as: [...]
E-Mail vs. Phone vs. In-Person Meeting?
To what extent can you substitute emails for telephone calls and face-to-face meetings when maintaining and developing relationships with clients and other key market contacts? Four highly respected writers, authors, and marketing specialists are taking on the “E-Mail vs. Phone vs. In-Person Meeting” question through a simultaneous post on there blogs today. I am excited [...]
Changing Corporate Culture: Reward Success
Step 4 – Reward Success Probably the most widely debated component of the cultural change process is rewarding success. Simply put, the goal in step 4 is to make a direct correlation between the desired culture of the organization and rewards for being apart of that culture. In the example of building a company culture [...]
Changing Corporate Culture: Acknowledge and Celebrate Success
Step 3 – Acknowledge & Celebrate Success By the time you have arrived at step three in the cultural change process employees should have a solid understanding of the culture that you are moving towards (Step 1: Educate and Encourage) and you should have defined expectations of how they fit into the new culture (Step [...]
