Grow your business archive

Strategic pursuits and the capture management process

While strategic pursuits, capture management, and bid management are all different disciplines, they are aligned to a common purpose – winning opportunities. Each is a critical step on that path, and in order to be in the best position to win each of these steps needs to be aligned and seamless in their handoff to […]

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Better understanding B2B buyers – Part III – The changes in buying methods

October 14, 2020 | Posted in: Grow your business | Tags: , , ,

Just when sales seemed to be more attuned to changes in customer sentiment, shifts in demand, and the needs of different buying methods, along came the COVID-19 pandemic. As we covered in Parts I and II the ensuing uncertainty has seen customers accelerate their shift to digital engagement, leaving sellers with more channels to cover […]

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Better understanding B2B buyers – Part II – The shift in B2B buying steps

August 17, 2020 | Posted in: Grow your business | Tags: , , ,

In Part 1 of this series we looked at the three types of buying motivation with a focus on ‘Fear Buying’ and what this means for sellers. In Part II, we’ll look at the steps buying organisations are starting to employ around decision making and also some key purchasing trends. Lessons learned from businesses who […]

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Better understanding B2B buyers – Part I – The shift in B2B buyer motivation

While the steps in B2B buying ‘process’ have remained relatively unchanged in the past two decades; the motivations, sophistication and behaviour of buyers has certainly evolved. In 2020 the buying process ‘norm’ sees sellers contending with more influential procurement functions, multiple approval layers, buying ‘boards’, an increase in formal requests for tender, and probably the […]

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Fortune 500 CEOs on COVID-19 driven business transformation what it means for B2B sales

How are Fortune 500 companies dealing with the coronavirus pandemic? Although there is still a great deal of economic ‘crystal balling’ going on at present, some fascinating research has just been released by FORTUNE following a survey of FORTUNE 500 CEOs.   Some of the more interesting and telling findings include: 52% of CEOs are […]

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Educating is selling

March 3, 2020 | Posted in: Grow your business | Tags: , ,

Educating may be the pinnacle of selling. Educating the world at large, your target market, referral sources, clients, and prospective clients about why they need what you can expertly do for them is the highest and purest form of marketing. An education approach really helps with need recognition. If your market doesn’t know it has […]

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More tips on nailing the sale – doing your best in pitch meetings and during shortlisting interviews

No matter how clever a professional or a ‘natural’ you are or how beautifully presented your tender or bid was, you’ll put in a  far better performance  –  at a pitch, prospective client meeting, shortlisting interview or beauty parade, or whatever  –  with a little preparation. Maybe you’re great on your feet, maybe you enjoy […]

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Best practice referrals for professional services firms

Over the years JMA’s research has shown the most successful and profitable professional services firms benefit hugely from referrals (both from individuals external to their firm, and from internal referrals or cross-selling that occurs in-firm). In our latest study 70% of respondents rated their referral relationships or networks as “highly effective” and the number one […]

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Measuring more of what matters in your professional services firm

July 23, 2019 | Posted in: Grow your business

Too often the “feel good” factors and recency of wins overtake facts when it comes to measuring the success of business development initiatives and financial health of many professional services firms. Properly dimensioning real individual contribution to financial success of any professional services firm requires assessment of more than simply personal fee production. (Measuring personal […]

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By Guest Blogger

How the best Professional Services firms WOW their clients (and the lessons ALL businesses can learn from them).

April 11, 2019 | Posted in: Grow your business

In a global study on what clients value from professional services, the majority of clients (68%) valued specialised skills and expertise. Professional services firms generally recognise that this is the top value and deliver on this well, however, most almost completely fail to recognise the next two more significant factors that clients wanted: a firms’ […]

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Feature article

How to write a winning executive summary for tenders, bids & proposals

How to write a winning executive summary for tenders, bids & proposals

The executive summary is often the most read and scrutinised section of  tender, bid or proposal submissions. However, in addition to pulling together a fully compliant and compelling bid (and under time pressure), it can be daunting to write an executive summary that helps clinch a ‘win’. This blog sets out some general principles, tips, […]