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| Working With a Web Designer - Sept 2009 |
When your marketing calls for a website, the designer you select can be your secret weapon – or your worst nightmare. This month's newsletter tells you how to maximize your chances of the former, and minimizing the latter.
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| A Letter From Mendocino - August 2009 |
The best source of business is the business you've already got. Everyone knows that. But what not everyone knows is that to keep clients, you've got to survey them, and find out how you're doing. In this month's newsletter, we discuss how.
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| The Future Looks Like - July 2009 |
The future looks like a bunch of Legos. This month, we look towards the future which resembles nothing so much as a pile of Lego blocks. Read more to know what these blocks are going to build.
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| Why Did I Do That - May 2009 |
One of the most powerful factors in building relationships is your personality type and your behavioral style. In this month's newsletter, we discuss how by using personality assessments, you can understand how you behave, why, and how to use it to help bring in business.
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| What Marketing Is - April 2009 |
Every so often, marketers have to face two tough questions: "What does marketing really do?" and more importantly, "Why is marketing worth the money spent on it?" In this month's newsletter, we give you the answers.
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| How to Prepare a Proposal - March 2009 |
This month, the newsletter’s about how to write a good proposal, or perhaps more accurately, how not to write a mediocre one.
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| How to Eat Lunch - Feb 2009 |
This month, we’re going to explore how to lunch well. Incidentally, lunch is one of those fascinating words, like "summer", that’s both a noun and a verb.
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| Thinking Like An Entrepreneur - Jan 2009 |
The whole key to business development, ultimately, is thinking like an owner, not an employee.
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| Do You Want to Make Money - Dec 2008 |
This month, we ask the question: Do you want to make money, or would you rather just fool around?
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| The End of Marketing - November 2008 |
Guess what? Marketing as we know it may be doomed, and this is great news.
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| Meet Mary Jo - October 2008 |
This month’s newsletter is about a fairly unpleasant fact: the economy is in the toilet. If you have been living in a cave for the last two months, this might be news to you, but for the rest of us it is a big, big deal.
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| How to Respond to an RFP - Sept 2008 |
Most RFPs are painful, expensive exercises in futility, pointless effort and sloppiness bordering on abuse. I have been involved with this process on both sides for several years now, and like any sane person I view them as the marketing equivalent of a root canal. I hate them, and you should, too.
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| How to Write - August 2008 |
This month’s newsletter is about how to write marketing materials, such as ads, brochures, direct-response letters and so on.
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| How Change Works - July 2008 |
This month, we’re going to look into the mechanics of change. Just like everyone wants to go to heaven, but nobody wants to die, everyone wants change, but nobody knows how to make it happen. This month’s newsletter tells you.
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| The Newsletter Dream Date - June 2008 |
In this month’s newsletter, we’re going to talk about... newsletters. I believe a lot of people publish newsletters for the wrong reasons, or at the very least misunderstand what a newsletter can do and what to do with it.
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| A Relationship with Turlock - May 2008 |
I’m writing this from Turlock, a small farming town in California’s San Joaquin Valley. About thirty years after I first heard of this place, well, here I am. And it turns out to be a splendid lab for watching marketing at work.
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| Do You Need a Coach - March 2008 |
Have you ever thought about working with a coach? Have you ever wondered what one is, and does? Are you a little unclear about the benefits of coaching? Does the entire idea result in a blank stare for you?
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| Buddha, Sales Trainer - February 2007 |
Along with mindfulness, loving kindness and enlightenment, Buddhism also teaches a lot about sales. This month’s newsletter explains it all.
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| YouTube, You and Your Next Presentation |
YouTube, the website where users post their own videos, is typically thought of as a wasteland of stupid pet tricks, low-rent American Idol cheese and cheerleaders being thrown through basketball hoops. However, it can also be a great place to watch the best presenters on earth do their thing.
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| Better - November 2007 |
Some professional marketing services is great. Unfortunately, some of it is also horrible. Why is this, why does it matter, and what can we do about it?
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| A Hut of One's Own - October 2007 |
In this month’s newsletter we examine all the good things business development can get you. Like, say, a hut.
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| Law Firm Advertising - September 2007 |
A collection of nine basic principles of advertising that I see firms get wrong again and again. Bad advertising always violates at least one of these rules. Sometimes it violates several.
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| Listening - July 2007 |
Most people are terrible listeners. For reasons known only to God, it’s an unnatural act, and it often takes a unique situation, practice or just plain luck to listen well. However, it pays huge dividends.
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| Summer Reading List - June 2007 |
In the grand tradition of magazines and publishers everywhere, we’ve put together our summer reading list of best business development books.
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| The Line - May 2007 |
This month’s newsletter is about The Line. The Line is a conceptual tool that can help you tailor your client service efforts more accurately and more effectively.
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| Do Not Hunt Mice - April 2007 |
This month’s newsletter deals with the perils of pursuing prospective clients who will never become real clients.
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| Gate A34 - March 2007 |
I’ve been thinking about change, about transitions.
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| Ghostblogging - February 2007 |
Using technology to redefine the role of the business development consultant – how Google, TypePad and other technologies can make us better at what we do
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| The Four Agreements - January 2007 |
The idea of never taking anything personally I think carries some important lessons for everybody who is attempting business development.
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| The Rules - November 2006 |
Basically, it all boils down to two ideas.
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| I'm Sorry - October 2006 |
If you are in business for more than twenty minutes, you are eventually going to make someone with whom you do business angry.
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| Talent Ain't Free - September 2006 |
One thing that consistently appalls me - and believe me, I'm hard to appall - is how cheap even the best clients can sometimes be about creative talent.
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| Productivity - July 2006 |
This month, rather than writing about business development directly, I'd like to write about something related to it: productivity.
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| Let Me Entertain You - May 2006 |
Let’s talk about having your ego destroyed, shall we?
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| A Fresh Start - January 2006 |
On the first real day of 2006, I'm going to put it all down. I invite you to do likewise.
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| Taking Chances - October 2005 |
The Ask is the act of asking for the business.
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| An Unwanted Education - September 2005 |
In August's newsletter, I wrote about rejecting
clients. This month, I'm writing about clients rejecting me.
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| It's Simple - April 2004 |
Finally, in a service business, bringing in new business is "the great reference point" and "the all-knowing perspective giver."
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| The Man in the Green - February 2005 |
The Man in the Green (And Blue And Yellow) Hat
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