By Mark Zweig
I recently witnessed a transformation. An old-line Architecture/Engineering firm that had been on the decline for about four years decided they’d finally had enough. Their top management reallocated their energy and efforts to one thing—sales of new work. And it worked.
They sold 50% more this fiscal year than they did in the previous year. The result has been a real turnaround for these people. There is a future to talk about. Morale is vastly improved. Even the old-timers have a new spring in their step.
The attitude of everyone is completely different. My prediction is that this will translate into even more new jobs as the firm’s people gain new confidence. As an outside observer, it’s really exciting to see.
How can you employ what these people and other firms did that has transformed their companies through more sales? Here are some ideas:
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