It’s one thing to tell professionals in your firm to bring in more business and another to actually get them to do it. Even when individuals have the motivation, skills, and knowledge necessary to develop new business, if your firm does not have a culture and a process to support their efforts the result will be:
- Inconsistent business development activities and effort across all professionals
- Frustration among professionals trying to develop new business without the resources necessary to find and win new clients – no budget, no materials, no targets
- Resistance to transition from service practitioner to rainmaker (besides they went to school to practice a technical trade, not to become a salesperson)
Service business leaders must create an environment where all professionals are not only energetic about bringing in new clients, but expected to do so and supported by the firm.
In this 90-minute webinar, Mike Schultz, President of Wellesley Hills Group, Publisher of RainToday.com, and co-author of Professional Services Marketing, shares six keys to building a culture of business development. You'll learn:
- What service business leaders must do to create a culture of business development
- How to transition from wanting marketing and business development success to having such success
- What the service business leader's role is in this type of culture
- What the professionals’ roles are in such an environment
- How to change professionals’ behaviors to support business development
- How to prevent marketing and sales efforts from falling apart
With a culture of marketing and business development in place you’ll get more professionals uncovering opportunities and will see a steady flow of new business as a result.
About the Presenter
Mike Schultz is the Publisher of RainToday.com, and President of Wellesley Hills Group, a leading firm focused on marketing, sales, and overall revenue growth for professional service businesses.
Mike is an expert in the areas of lead generation, marketing, and sales for consulting and professional services firms. His most recent research includes, Fees and Pricing Benchmark Reports: 2008 and What's Working in Lead Generation.
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Presenter: Mike Schultz
This webinar was broadcast on August, 6, 2009
Duration: 90 minutes, including a 30-minute question and answer session
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