by Anna Kennedy | May 13, 2017 | Business Planning, Do's and Don'ts, Thought Leadership
Accepting that the grass isn’t always greener When business is great, when lots of prospects are a good fit for your offer and when you’re running at 100 miles an hour to keep up with the growth, you probably don’t spend much time gazing over the fence at the next...
by Anna Kennedy | Apr 9, 2017 | Business Planning, Thought Leadership
I’d like you to take a moment to picture business development heaven (clouds and harps optional). Imagine that every one of your customers is as good as your best customer, that your work delights them. It also inspires you and your team to leap out of bed every day,...
by Anna Kennedy | Jan 20, 2017 | Business Development, Business Planning, Marketing, Sales, Thought Leadership
You’re in the PRESENT and PROPOSE sales stages. Deep into the sales process, you’re building the customer relationship – extending it from the person you initially spoke with towards other important players on the customer team and your own. Mostly, customers want to...
by Anna Kennedy | Dec 15, 2016 | Business Development, Business Planning, Marketing, Sales, Thought Leadership
Beyond just a sale, the customer is buying much more than the services you deliver, as I discuss in an earlier blog ‘Being in control’. Ultimately, the customer is buying the whole experience – every aspect of the interactions between you and your customer is part of...
by Anna Kennedy | Dec 2, 2016 | Business Development, Business Planning, Thought Leadership
As your offer changes, so does how you deliver it. Today I look at allocating your resources to take the necessary actions to decide what your offer should be today, such as being aware of the latest thinking, practices, trends and technologies. Maintaining your...
by Anna Kennedy | Nov 15, 2016 | Business Development, Business Planning, Thought Leadership
Did you have a car 10 or 20 years ago? When you went to have it serviced, way back when, it was a very different experience. These days it’s all computerized, pinpoint diagnosis – never mind that cars are just way more reliable than they used to be. I asked a group of...
