A view through the client lens

Brief extracts from a recent talk by John Gleason from ‘A Better View Strategic Consulting’ (formerly 20 years at P&G) Client challenges: Speed (to market) Scale (desire/need to grow…’being bigger is better’ thinking) Complexity Innovation (rarely delivered, more an aspiration) Value (demonstrating/seeing this clearly for their company, and cost containment) Agency pointers: Engage your whole team. Try to reveal/show/explain clearly how clients will experience your process. Client lists (whether written or often presenting the client’s logo)….what does this tell a prospective client about your role/achievement/s for those companies – ROI?). Client logos can look impressive but they tell nothing. Don’t...

To Increase Revenue Stop Selling

A candid perspective from Mike Myatt for Forbes Creating or expanding business relationships is not about selling – it’s about establishing trust, rapport, and value creation without selling. Call me crazy, but I don’t want to talk to someone who wants to manage my account, develop my business, or engineer my sale. I want to communicate with someone who desires to fulfill my needs or solve my problems. Any organization that still has “sales” titles on their org charts and business cards is living in another time and place, while attempting to do business in a world that’s already passed them...

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