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The Case for Not Selling

February 21, 2013 10:57 a.m.

Recently I was invited to participate as a member of a technology panel for the annual conference of the Illinois chapter of the National Employment Lawyers Association. There were four panel members and a moderator. Each panel member did a 15 minute presentation and the audience had the opportunity to ask questions. The title of the session was "Technology and Law Firm Practice Management/Marketing". The purpose being to highlight how technology can help small practices better market their services and manage their offices.

The other panel members utilized PowerPoint and spoke eloquently about their products and services, why they ...

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Updated 02/21/13 @ 10:57AM CST by ric

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Categories: Business Marketing Sales


Non-disclosure agreements need ending date

May 07, 2010 10:05 a.m.

Over the past couple weeks, we've had a number of prospective clients contact us to have an initial conversation.  Always a good sign.  Most are coming through a microsite that focuses on our specific technology.  Many are start-ups.

Each one presented a non-disclosure agreement for signature.

I have great respect for the entrepreneurial spirit.  As a business owner myself, I have an appreciation for the struggles involved in taking an idea to market.  The Web world moves fast and today's innovative idea is tomorrow's old news.  Start-ups need protecting while they explore partnerships with companies like Imaginary ...

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Updated 07/14/10 @ 10:05AM CDT by brian

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Categories: Business Sales


Strange reason to be shown the door

April 14, 2009 10:54 a.m.

"To be frank, from the beginning, I have felt that we have been the one being interviewed in this RFP process and not Imaginary Landscape. "

I just received this today as a reason we were eliminated from consideration for a prospect opportunity. It would seem that, in this case, asking too many questions was a fatal flaw.

Could that really be the reason?

Perhaps it was the way we were asking questions that reflected poorly on us. Condescending? Demanding? I reviewed the correspondence and spoke with the account manager who lead the opportunity but found no evidence of anything but ...

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Updated 07/14/10 @ 10:54AM CDT by brian

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Categories: Business Marketing Sales


The power of the sales bell

March 31, 2009 10:57 a.m.

Many, many years ago, someone gave me a gift of a ship's bell. It is brass and designed to be mounted on a wall (or bulkhead). There is a nice braided line attached to the clapper. When struck, it has a pleasing resonance.

In a time long since past, it would have been proudly struck to mark the passage of a duty watch aboard a ship. Instead, I co-opted it for use in the workplace - to identify the moment of a closed sale.

It seems silly to the outside observer and is often joked about internally, but nothing comes ...

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Updated 07/14/10 @ 10:57AM CDT by brian

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Categories: Business Marketing Sales


Who has the power?

September 24, 2008 11:11 a.m.

I attended a recent conference hosted by the Association of Professional Design Firms, the title of which was “Win Without Pitching.” Its base premise is this: if you control the relationship, your need to “pitch” or respond to RFPs will be greatly reduced. It was an intriguing two days that revealed much about our current approach to new business as well as existing clients.

Stop being a waiter and start being a surgeon

Everyone likes good waiters. They respond to every beck and call with a great deal of deference. There is no question who has the power in the ...

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Updated 07/14/10 @ 11:11AM CDT by brian

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Categories: Business Sales


Proposals really do matter?

January 02, 2008 11:49 a.m.

I am not one for involvement, especially as it relates to government. Any time I’ve tried to dip my toe into the water of civic involvement, I am immediately disenfranchised by painfully slow decision-making and loud, slightly odd, fringe zealots.

Last year I moved to a new town. As I familiarized myself with the new surroundings, I came across a call for volunteers to join an Ad Hoc Technology Committee. The “Ad Hoc” part of it appealed to me, in that it had a shelf life. One of the topics was discussion of a new website. Given my profession ...

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Updated 07/14/10 @ 11:49AM CDT by brian

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Categories: Business Marketing Sales


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