From Layoffs To Payoffs: Getting Your Practice Out Of A Revenue Slump (Part Two)

Cal Harrison By Cal Harrison

RainToday.com Note: This is part two of two. In the first section, Harrison explained the critical nature of selling as opposed to marketing. Now, Harrison will discuss why outsourcing your selling is not necessarily the best option.

Outsourcing The Sales Process

You may be tempted to explore this but I have yet to see a model that is efficient or worth its cost. The goal of outsourcing is usually to increase efficiency or reduce costs, or both – often by eliminating functions that are not core competencies of a consulting firm.

There are only two core competencies that a services professional must have to be successful:

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