Tricks clients play in pitches – The Comfy Sofa.
The comfy sofa trick
Some clients use tricks to test you in pitches.
I remember going along to one particularly wily client. We had arrived early and set up — checked the projector (the client did not have a […]
How do you win business when potential clients are behaving badly, and competitors are low-balling rates?
Believe me, I know how hard it is right now. Clients are ghosting you, competitors are cutting their fees to crazy-low levels. Staff want pay rises. It doesn’t matter if you are running a smaller business or […]
Why some businesses don’t sell. Is yours one of these?
Why some businesses don’t sell. Is yours one of them?
There is, in theory, a buyer for everything. But in practice, some businesses attract offers so derisory they might as well be accompanied by a sympathy […]
Ready to sell? I’m talking about YOU, not your business.
There comes a moment when the founder says: enough. The itch to sell starts as a whisper and builds into a drumbeat. But how do you know if you are you ready?
It starts with two deceptively simple […]
Hope Fuels the Dream. Money Keeps It Alive.
Starting your own firm? Before you dream big, do the maths.
You are entertaining thoughts of starting your own business, and so at this stage, your thoughts are likely consumed by the complexities of leaving your current […]
Productivity – The Most Important Metric and How to Increase it.
Productivity is an enormously important metric in evaluating just how good your marcomms business is, because it’s a measure of how highly the marketplace regards your firm.
Productivity is simply the marketplace voting with its wallet, which is […]