THE PROJECT MANAGER S ROLE IN BUSINESS DEVELOPMENT
|
|
- Tobias Ford
- 8 years ago
- Views:
Transcription
1 CHAPTER 1 THE PROJECT MANAGER S ROLE IN BUSINESS DEVELOPMENT Do Marketers or Project Managers Bring In the Work? There has traditionally been a push/pull that goes on between marketing and project management as to who is the lead in bringing in a project. Marketing directors say they have to chase project managers to get them to do write-ups for proposals. Project managers say they are spread too thin, and aren t trained to market. Is there an answer to this pervasive problem? The following comments are from veteran marketers talking about project managers, and seasoned PMs talking about marketers. Marketer: My involvement is mainly talking to clients, returning calls and s, making sure clients get the service they want; those should be the duties of a project manager as well. 19
2 20 Painless A/E Project Management How to Make More Money and More Happy Clients PM: The most important thing is servicing the client, and becoming personal with them, since repeat clients are the best clients you can have. Marketer: I m making sure our proposals are going out on time, and making new connections through existing relationships. There are also social events and personal connections, such as golf outings, dinners, attending conventions with our clients. In one week s time I can touch10-20 of my clients all in one place, and it s all budgeted right into our revenue stream. PM: One of the most important roles of the PM is communication; going out and socializing, and developing that relationship with the project sponsors, and getting to understand how it s going to be handled, and preventing surprises. Every PM should have that responsibility if they re doing their job well. Marketer: Proposals are the best vehicles to show your wares, and you really need good marketing materials. Quality is everything. It sends a message to your client that you care about the project. PM: Part of our deliverables in proposals is scheduled meetings. We try to find reasons for clients to periodically look at the work we re doing, and see our faces. While we re sitting there, something usually comes up and it often leads to new work. Marketer: Marketing doesn t end until there is a comfort level with the client. You have to get the PM s involvement right up front. They need to be at the meetings and see the urgency of what s discussed. When
3 The Project Manager s Role in Business Development 21 they go back to the office, they re going to respond better. If you fall down at the beginning of the job, you ve failed marketing. PM: When we sign up a project we fill out a marketing form, the client, location, size, service expected. After a job is done, the same form asks; Can you take pictures, and was it successful? The photographer takes the pictures, we do a write-up that produces a project sheet that goes into our firm s marketing database. Finally, are there as many opportunities for PM s to affect the marketing direction of the firm as there are for the marketers? Marketer: We hired a person to open doors and hold the client s interest in conversations, which I couldn t do; then, as soon as it got technical, our PM stepped in, and it worked like a charm. PM: A PM sits down with clients and their representatives all the time, and we have the opportunity to get a foot in someone s door every day. That has to be capitalized on to keep your company afloat and growing. Use a Personal Action Plan to Get Your Project Team to Market How do you persuade a project manager or someone in your technical staff to move out of the project delivery comfort zone and make time for marketing? One answer: translate practice goals into personal goals.
4 22 Painless A/E Project Management How to Make More Money and More Happy Clients Marketing for the A/E is a very personal undertaking because the A/E practitioner is largely promoting personal competencies and commitment to deliver. Personal action plans are a powerful way to get people going. We all operate to some degree under a what s in it for me? philosophy. With those new to marketing, you can design the personal action plan around what motivates the practitioner. Plus, the personal action plan helps the marketer keep the individual s efforts consistent with the practice s goals. Action Plan Basics Every personal action plan should include these seven items outlined for the individual: 1. Keep a written record of all contacts and marketing touches. 2. List personal goals. 3. Show the goals link to the practice strategies. 4. Show the implementation tactics. 5. Keep an implementation time-line. 6. Show performance measurements or a description of what success should look like. 7. Have goals signed-off by the individual and a supervising or peer reviewer.
5 The Project Manager s Role in Business Development 23 Peer Pressure One key to keeping practitioners focused on their personal action plans is to make the plans public internally, that is. This serves two purposes: 1. It puts healthy peer pressure on the practice member to set goals high enough to benefit the practice and to make a public commitment to achieve them. 2. It allows the practice group to review all personal action plans and offer constructive feedback if any personal plan is out of sync with the practice strategies. An added benefit to using the personal action plan program is that these plan often become an organizing tool for the marketer. The Benefits The written plan helps you know where to support individual practitioner s efforts. Finally, these plans create a baseline against which to measure progress. When the individual succeeds, the practice should feel the boost. Clients Are Digging Deeper for References The importance of previous work for a client s educational organization cannot be overemphasized. If a client has dealt with your accounting staff, your principals, and
6 24 Painless A/E Project Management How to Make More Money and More Happy Clients your architects, they have a good idea if your firm can produce what it says it will produce. Educational clients also value that fact that you have worked for another university or government agency. It gives them another opportunity to talk to other people and find out more about your firm. This was confirmed by a campus client in a private university setting: If you take on a smaller project, produce it the way it should be done and impress us, we will remember that, and if you come up with the proper team, it may not get you the job, but it will get you the invite. There may be firms that we don t know about, so we provide opportunities to meet the director of facilities or other people on the campus. We are more than willing to provide access to them, because in the end we re looking for the best value. Looking At Remote Projects Another public sector client commented: You have to be able to know the players, and know how people like certain presentations. Under the old system, if you did a really good job, you would always have work, because you made our project manager look good, so they would do whatever they could to convince the panel to use your firm. That s all out the window now. Also, in the past, if one of our PMs had experience with a firm on the list, they would have gone for the firms that
7 The Project Manager s Role in Business Development 25 they know. But the selection process is now monitored by procurement, not by our PM s favorite firm. Another university client pointed out how they are able to check up on the performance of a firm on a remote project: When we read your proposals, we may not know some of the other firms you re listing, and we may have to do some investigation on a team member. If a project is listed in a proposal, or shown in a photograph, we will call and find out how the project worked. A good place for us to find this information is through the Society of College and University Planning (SCUP, Not only do the facilities participate, but the financial institutions also participate. They use it as a follow up to check on your firm s credentials. You may have the credentials, but what kind of client satisfaction did you provide? Why Not Offer a Tour? Another client commented: When we look at a remote project, we want to see how it relates to our specific building, size, program requirements, location, and how it fit into the campus. Sometimes we may embrace the fact that it is from out of the area, and look at it as a positive, in the overall rating.
8 26 Painless A/E Project Management How to Make More Money and More Happy Clients One firm laid out a plan for us to visit some of their comparable projects recently built out of the area as part of their proposal. We took them up on the offer and visited the sites. The projects were not identical but similar. This approach was very innovative, and put them a step above the others. We have to check with the SCUP associations organizations to find out about a remote project. In this case, the SCUP checked their national association contacts to make sure that the building actually worked out for the university as well as the firm claimed. It did, and they were awarded the job. How to Develop First-String Project Managers You can t simply throw your project managers to the wolves and expect perfection. Strong PMs attain success and skill through practice, training, and the right amount of leadership. Here are seven ways to put your PMs on a fast-track to firm principal. 1. Encourage your project managers to be as direct and honest as possible in all interactions. Remind them that if they re honest with clients, those clients will want to enter into long-term relationships with your firm. If your PM is direct about her ability to perform and not perform, she will inspire confidence in others.
9 The Project Manager s Role in Business Development Increase your project manager s authority and responsibility. This allow the true go-getters to shine. One Cincinnati engineering firm lets each senior PM be their own profit center. On each project, the company gets the first five percent of profit, but everything after that is split fifty-fifty between the PM and the firm. The PM s are in business for themselves. The result? Each individual profit center have turned out between 15 to 22 percent profit per year. 3. Train your project managers to understand financial data. Train them to read balance sheets, industry benchmarks, multipliers, direct labor ratios, etc. By giving them a bird s eye view of firm operations, you will undoubtedly see tighter project control and higher profits in return. 4. Expect project managers to bring in new work. If they re good, they will always strive to find new opportunities for the firm at all times. You need to continually emphasize this aspect of their job. 5. Keep your project managers informed on industry trends. Invite them along to association conferences and other seminars. Pass along industry publications and highlight pertinent topics. Even better give an interested PM his own subscription. A good PM will have his finger on the pulse of industry trends and developments, such as new government regulations or project management software. 6. Set high performance standards. One civil engineering firm in Michigan keeps a list of 20
10 28 Painless A/E Project Management How to Make More Money and More Happy Clients expectations for their PMs. For example, no PM can allow write-offs and error correction to be more than three percent of gross revenues per year. 7. Don t micro-manage your project managers projects. They will never learn if you do the work for them. Also, they most likely have unique skills and talents that will come out with the right amount of freedom. Don t Let References Checkmate You Check Them First References from past clients play a vital role in establishing immediate credibility with a prospective or new client. We often take them for granted, using old references, or worse, references that have not been surveyed for their current comments. Consider these reference scenarios from different clients types: First there s the outdated reference. As one client lamented. We always make reference calls, and I can t tell you how many times firms submit a list of references in their proposal and the phone number is no longer working, or the person cited is no longer with the company. Then there is the silent but deadly reference. A client was used as a reference for every proposal that went out. However, this person harbored deep-seated negative
11 The Project Manager s Role in Business Development 29 feelings about the firm, but never told anyone only the people who called for a reference. This brings to mind axioms about negatives that were compiled from a national study by the Technical Assistant Research Program, performed for the White House Office of consumer affairs. It states: Ninety-six percent of client complaints are never voiced. On average, each client will tell a negative story to nine other people. Thirteen percent of disgruntled clients will tell at least 20 other people. The good news in this survey is that 70 percent of disgruntled clients will return if the design firm corrects the error, or apologizes for the problem. Let s not forget the surprise reference. A potential client called a reference and received this response. They did pretty good work, but we use another firm. The client was astonished, and responded, When your reference gives someone else a better reference, you don t rise to the top, the other firm does. That s a spontaneous reference, and it s very valuable. Finally, there s the wild card reference, obtained by a client who doesn t believe your references. A developer client had this comment about how he handles design firm s references. I believe in ground up references. I call people I know and ask if they know anyone in the
12 30 Painless A/E Project Management How to Make More Money and More Happy Clients firm. If someone sends me a list of references, I throw it away because I wonder who isn t on that list. If I call the reference and don t know the person giving it, it s a waste of my time. Outside Consultants One would think that periodic needs assessments carried out by the PM would spot any problems and it might. But past experience indicates that it will not. While readings on the progress of the work and the client s satisfaction is very important, the only true measure of a happy client and the potential for a good reference is found by outside consultants who are not part of the project s activities good or bad. Consider this verbatim reference acquired in this manner. They re just tremendous folks to work with. They were always on call and always responded to those times I was available to meet, which didn t fit the typical 8 to 5 schedule. We have a major renovation job just underway, and I didn t even look at another architectural firm, because I ve got a tremendous comfort zone in their ability to get that job done. You can call this client anytime. Make Project Manager Training a Priority The following seven points provide a strong outline for a PM training program. Remember: training your people is
Club Accounts. 2011 Question 6.
Club Accounts. 2011 Question 6. Anyone familiar with Farm Accounts or Service Firms (notes for both topics are back on the webpage you found this on), will have no trouble with Club Accounts. Essentially
More informationBusiness Mastery: Smart Strategies Every Business Owner Needs to Promote, Protect and Prosper
Business Mastery: Smart Strategies Every Business Owner Needs to Promote, Protect and Prosper Susan Wilson Solovic Sponsored by: AT&T 2012 Susan Wilson Solovic, all rights reserved Business Mastery: Smart
More informationReducing Customer Churn
Reducing Customer Churn A Love Story smarter customer contact Breaking up is hard to do The old adage that it s cheaper (and better) to hold onto an existing customer than to acquire a new one isn t just
More informationSOLUTIONS. new territory. Payroll services give many firms a new way to grow. Read a few key reasons to join them. david Hensley s
issue 2 2 2010 2012 Tips, trends, and connections for users of Thomson Reuters software SOLUTIONS new territory Payroll services give many firms a new way to grow. Read a few key reasons to join them.
More information15 Principles of Project Management Success
15 Principles of Project Management Success Project management knowledge, tools and processes are not enough to make your project succeed. You need to get away from your desk and get your hands dirty.
More informationA conversation with Scott Chappell, CMO, Sessions Online Schools of Art and Design
A conversation with Scott Chappell, CMO, Sessions Online Schools of Interviewed by: Steven Groves, StevenGroves.com Guy R. Powell, DemandROMI Can you talk to us a little bit about Sessions and what Sessions
More informationMini-Guide to Selecting and Working with Consultants
Mini-Guide to Selecting and Working with Consultants Before Contacting a Consultant What to expect from a consultant Thinking through your needs Interviewing Consultants Describe what will happen during
More informationThe ABC s of Staying in Touch with Your Child s School. Tips and Techniques for Serving Children through Great Communication
The ABC s of Staying in Touch with Your Child s School Tips and Techniques for Serving Children through Great Communication from The National School Public Relations Association (NSPRA) and its nearly
More information30+ Engagement Tips. For Social Funeral Directors. These tips are brought to you by Ashley Montroy, Marketing Manager at FrontRunner Professional.
30+ Engagement Tips For Social Funeral Directors These tips are brought to you by Ashley Montroy, Marketing Manager at FrontRunner Professional. FrontRunner FRONTRUNNER Professional PROFESSIONAL // 30+
More informationA hands on guide including an action sheet
Developing a social media marketing strategy A hands on guide including an action sheet Brought to you by w w w.socialemailmarketing.eu W elcome to this first guide and action sheet about social media
More informationDesigning and Implementing Your Communication s Dashboard: Lessons Learned
Designing and Implementing Your Communication s Dashboard: Lessons Learned By Katie Delahaye Paine President, Paine & Partners Contact Information: Katie Delahaye Paine CEO KDPaine & Partners Durham, NH
More informationSheet 1. Creating a vision for your business A. WHAT DOES SUCCESS MEAN TO YOU?
Sheet 1 Creating a vision for your business As you work your way through this sheet, it will become clear that this is your personal development plan. It asks you to focus on what you want for your business
More informationbranding guide for tax pros
by Your Business Matters the branding guide for tax pros how to grow your tax business by building a powerful brand What s in this guide? What branding means Why branding matters in your tax practice How
More information10 ways Professional Service companies can increase their profits through marketing
10 ways Professional Service companies can increase their profits through marketing A Xander Marketing Guide T: 03302232770 E: hello@xandermarketing.com W: www.xandermarketing.com Introduction Traditionally
More informationMaking the Case for Service Recovery - Customer Retention
Making the Case for Service Recovery - Customer Retention Service Recovery is one of the key ingredient s to good service, leading to happy customers and we all know happy customers are very good for business,
More informationOnboarding Program. Supervisor s Guide
Onboarding Program Supervisor s Guide Supervisor s Guide Introduction This guide has been developed for supervisors to support an effective and successful onboarding process for new employees. As a supervisor,
More informationHow to Select an Email Marketing Agency
How to Select an Email Marketing Agency 2001-2011 All rights reserved. MailChimp is a registered trademark of The Rocket Science Group. 1 Table Of Contents Hello. Introduction...3 Should I Hire an Agency?...4
More informationSeven Things You Must Know Before Hiring a Real Estate Agent
Seven Things You Must Know Before Hiring a Real Estate Agent Seven Things To Know Before Hiring a Real Estate Agent Copyright All Rights Reserved 1 Introduction Selling a home can be one of the most stressful
More information10 top tips on how to write effective subject lines
10 top tips on how to write effective subject lines Getting your emails opened is now one of the most difficult challenges in contemporary communication. In the UK, for example, average opening rates for
More informationMyths of Digital Marketing
Myths of Digital Marketing All I need is a good looking website. You may have your own ideas about website design. Have you paid thousands of dollars to a web designer only to leave it sitting on the web,
More information5 Principles for Change Management in Field Service
WHITEPAPER 5 Principles for Change Management in Field Service " To improve is to change; to be perfect is to change often." Winston Churchill As the old saying goes, the only thing constant is change.
More informationNew developments and trends in Social Media for 2015
A Social Media Presentation By New developments and trends in Social Media for 2015 Presenter: Brenda Burch A real change in the Philosophy of Social Media I have operated Social Media is Simple for four
More informationAIA Michigan s Social Media Marketing Course
AIA Michigan s Social Media Marketing Course Welcome to the AIA Michigan s Social Media Marketing Course You are now officially on your way to getting a strong foundation of how you can market your business
More informationINTERVIEW QUESTIONS GUIDE
INTERVIEW QUESTIONS GUIDE Prepared by MBA Career Services USC Marshall School of Business March 2016 1 Table of Contents GENERAL QUESTIONS3 TOP TEN MOST ASKED QUESTIONS... 3 CAREER DIRECTION... 3 CORPORATE
More informationSeven Things You Must Know Before Hiring a Real Estate Agent
Seven Things You Must Know Before Hiring a Real Estate Agent 1 Introduction Selling a home can be one of the most stressful situations of your life. Whether you re upsizing, downsizing, moving across the
More informationThe Cushman Report 2016, Volume 1
Added Value Recruiting and Consulting Search Services in Corporate Communications The Cushman Report 2016, Volume 1 In this newsletter: Taking a Fresh Look at the hiring process for Communications VPs,
More informationCustomer Referral Programs A How-To Guide to Help You Generate Better Sales Leads
Customer Referral Programs A How-To Guide to Help You Generate Better Sales Leads Whatare Customer Referral Programs? Customer referral programs are a simple, low cost and effective marketing strategy,
More informationFundraising can be a daunting task. Many in the non-profit sector worry about where to go for the support they need. Complaints I often hear are:
MARY AUSTIN FULLER Recipe for a Fundraising House Party by Mary Austin Fuller Fundraising can be a daunting task. Many in the non-profit sector worry about where to go for the support they need. Complaints
More information7 Insider Secrets For Selecting the Perfect Web Designer For Your Next Project. By Bruce Spiher & Tarun Gehani
7 Insider Secrets For Selecting the Perfect Web Designer For Your Next Project By Bruce Spiher & Tarun Gehani Table of Contents Introduction Page 3 Secret #1 Be clear what you want before you contact a
More informationThe Comprehensive Interview
Uncovering the Real Candidate Behind the Interview Persona Janna Mansker Kelly Land www.berkeassessment.com The Comprehensive Interview When sitting across the table from a candidate during an interview,
More informationHOW TO. to Executives. You know that marketing automation is the greatest thing since sliced bread. After all, what else can help you...
HOW TO Sell Marketing to Executives Automation You know that marketing automation is the greatest thing since sliced bread. After all, what else can help you... 1 making inroads with the corner office
More informationTHE FIRST NINETY DAYS.
THE FIRST NINETY DAYS. HOW TO GET YOUR NEW HIRES PRODUCING FAST. 30 PAGES OF EXPERT ADVICE, TIPS AND LESSONS LEARNED. 1 The First Ninety Days: How to Get Your New Sales Hires Producing Fast Copyright 2013
More informationEMPLOYER BRAND. THREE EMPLOYER BRAND IMPERATIVES TO STRENGTHEN YOUR EMPLOYER BRAND. strengthen employer brand engage people cut the cost of talent
EMPLOYER BRAND. THREE EMPLOYER BRAND IMPERATIVES TO STRENGTHEN YOUR EMPLOYER BRAND. strengthen employer brand engage people cut the cost of talent Authenticity is the new paradigm. Authenticity is the
More informationScripts. WARM MARKET (someone you know of ) CALL BACK SCRIPT (POSTCARDS, ProSTEP, COLD CALLS) SCHEDULE THE LIVE PRESENTATION CALL
Scripts WARM MARKET (someone you know of ) Hi ( ) listen, a group of professionals recently showed me how to cut my taxes by 50%, are you open to that? (If yes schedule the Live Presentation Call.) CALL
More informationSix Signs. you are ready for BI WHITE PAPER
Six Signs you are ready for BI WHITE PAPER LET S TAKE A LOOK AT THE WAY YOU MIGHT BE MONITORING AND MEASURING YOUR COMPANY About the auther You re managing information from a number of different data sources.
More informationAi eshots A bespoke email marketing system that helps you reach more customers, more effectively... Ai eshots. design. web. marketing.
A bespoke email marketing system that helps you reach more customers, more effectively... Ai eshots. web. marketing. branding Contents Email marketing, made easy 3 What can Ai eshots do for you? 4 Tailored,
More informationHow To Thrive & Succeed Selling Lots of Pre-Arranged Funerals Even in a Lousy Economy
How To Thrive & Succeed Selling Lots of Pre-Arranged Funerals Even in a Lousy Economy By David W. Dassow 2009 People will always Pre-Plan in good times or bad First, I ll give you my opinion about the
More informationSALES EMAIL TEMPLATES. for prospecting, scheduling meetings, following up, networking, and asking for referrals.
36 SALES EMAIL TEMPLATES for prospecting, scheduling meetings, following up, networking, and asking for referrals. INTRODUCTION: A LOST OPPORTUNITY Here was the scenario: We make a valuable connection
More informationReachForce Whitepaper Series Marketing Lead Data: Five Steps to Higher Revenue
ReachForce Whitepaper Series Marketing Lead Data: Five Steps to Higher Revenue You ve seen the gag on a hundred TV shows. The luckless hero proudly parks his new car in the driveway, gets out, and slams
More informationA Learning Paths Whitepaper. Rapid Onboarding 3 Keys to Success
A Learning Paths Whitepaper Rapid Onboarding 3 Keys to Success The Importance of Rapid Onboarding How soon would you be confident assigning a new employee to work with your most valued customer? When do
More informationEffective Training. Sarah L. Fogleman. Kansas State University www.agmanager.info
Effective Training Sarah L. Fogleman Kansas State University www.agmanager.info There is an old saying that goes, If you don t have time to do something right the first time, how are you going to find
More information7 Secrets To Websites That Sell. By Alex Nelson
7 Secrets To Websites That Sell By Alex Nelson Website Secret #1 Create a Direct Response Website Did you know there are two different types of websites? It s true. There are branding websites and there
More informationWhat is Text Message Marketing?
What is Text Message Marketing? SMS (Short Message Service) Text Message Marketing is the ability to send permission-based text messages to a group of people who have opted-in to your mobile list. The
More informationGood Fast or Low cost marketing
Email Marketing 101 Good Fast or Low cost marketing We ve all heard the old adage about how, when it comes to marketing, you can get what you need done well, delivered quickly or produced inexpensively;
More information6 A/B Tests You Should Be Running In Your App
6 A/B Tests You Should Be Running In Your App Introduction Everyone in mobile believes in A/B testing. But if you re wasting your days testing nothing more than various colors or screen layouts: you re
More informationThinking About Your Business Reputation Management
Thinking About Your Business Reputation Management You are probably being solicited by a number of reputable firms offering to help you with your Brand Reputation Management (BRM). Most often, when you
More informationONE DOLLAR AND EIGHTY-SEVEN CENTS.
T h e G i f t o f t h e M a g i p T h e G i f t o f t h e M a g i ONE DOLLAR AND EIGHTY-SEVEN CENTS. That was all. She had put it aside, one cent and then another and then another, in her careful buying
More informationTo Know Me is to Close Me
To Know Me is to Close Me Five things you must know about any candidate you want to place To Know Me is to Close Me Five things you must know about any candidate you want to place By Jenifer Lambert It
More informationADAPTING SCHEDULE ADHERENCE MEASUREMENT TO IMPROVE PERFORMANCE Product No. 10039
ADAPTING SCHEDULE ADHERENCE MEASUREMENT TO IMPROVE PERFORMANCE Adapting Schedule Adherence Measurement to Improve Performance Abstract If you are implementing schedule adherence metrics, reading this groundbreaking
More informationSAMPLE THANK YOU NOTES
SAMPLE THANK YOU NOTES Thank You - In Person Visit (Prospect) 1. Thank you for stopping by today. I look forward to working with you in the future. 2. It was a pleasure to meet you today. We pride ourselves
More informationHello, my name is Jessica and I work in Human Resources for Target Corporation.
University of St. Thomas Career Development Center Streaming Audio 4 Sections Interviewing Script Preparing for Interviews Hello, my name is Jessica and I work in Human Resources for Target Corporation.
More informationMarketing. Marketing Your Business. The Ground Work
Marketing Your Business Marketing is a complex process of bringing your business to the attention of the right clients. It s often difficult to link marketing activities to results and that drives business
More information7 Things. Marketing Playbook. Every small business can fix on their website in the next week to increase leads and sales. www.lesproctordirect.
7 Things Every small business can fix on their website in the next week to increase leads and sales. Marketing Playbook Introduction Increase Your Conversions Do you really want to increase your leads
More informationUsing The Quick Connection to Build Your Business Success
Using The Quick Connection to Build Your Business Success By Bonnie Ross- Parker America s Connection Diva! CEO/Founder of Xperience Connections www.xperienceconnection.com Copyright 204 Bonnie Ross- Parker,
More informationThe Hottest Recruiting Scripts in MLM by Eric Worre
The Hottest Recruiting Scripts in MLM by Eric Worre It s a stone cold fact that we have a better way, now let s go tell the world For more information on how to become a Network Marketing Professional,
More informationRFP Trend Update: The People Behind the Metrics
RFP Trend Update: The People Behind the Metrics Making Technology Work for You Introduction 2 Beyond the Metrics 2 Start Right with PEPP 3 Training & Career Path 5 Keeping Score with Metrics 6 People Factor
More information7 must-answer questions
7 must-answer questions The SAP Center of Excellence A practical guide for leaders setting a strategy for an SAP COE 1 Good question(s) For organizations with large SAP investments already in place, or
More informationExponential Lead Generation Strategies - Transcript
Exponential Lead Generation Strategies - Transcript Episode 1: Introduction To Exponential Lead Generation On The Internet Click here to watch the video Hi, my name is Will Swayne, from Australian lead
More informationTWENTY-FIVE TIPS FOR EMPLOYEE TRAINING AND SUPERVISION (INCLUDING AVOIDANCE OF UNAUTHORIZED PRACTICE OF LAW)
TWENTY-FIVE TIPS FOR EMPLOYEE TRAINING AND SUPERVISION (INCLUDING AVOIDANCE OF UNAUTHORIZED PRACTICE OF LAW) BY DIANE M. ELLIS FORMER DIRECTOR LAW OFFICE MANAGEMENT ASSISTANCE PROGRAM STATE BAR OF ARIZONA
More informationTHE ART OF THE CHINESE MBA APPLICATION
THE ART OF THE CHINESE MBA APPLICATION CONTENTS 1. Introduction 3 2. How To Choose An MBA Program 6 3. China, Meet America 11 4. The Top 3 Pitfalls Of The Chinese MBA Application 15 5. Essay Writing Tips
More informationYour Portfolio. A portfolio shows examples of your work and may include the following items from events you have planned, or been involved with:
Your Portfolio A portfolio shows examples of your work and may include the following items from events you have planned, or been involved with: photographs of the event collateral materials from the event
More informationSteps for Planning and Preparing an Effective Presentation
Steps for Planning and Preparing an Effective Presentation According to speaking consultant Lilyan Wilder (1999), two of the greatest myths about delivering oral presentations are that you re better off
More informationEmail Marketing Now let s get started on probably the most important part probably it is the most important part of this system and that s building your e-mail list. The money is in the list, the money
More informationBook 3 Cost Estimating in an Agile Development Environment. (early release)
Book 3 Cost Estimating in an Agile Development Environment (early release) Book 3: Cost Estimating in an Agile Development Environment In this third book I ll use the slides I gave at a speech several
More informationHow To Find Your It Factor
LIFE HACKS TO EMPOWER YOUR SMALL BUSINESS Find Your Company s It Factor What is Zane Benefits? Zane Benefits is the leader in individual health insurance reimbursement for small businesses. Since 2006,
More informationMaximise event marketing performance with IP tracking
Maximise event marketing performance with IP tracking EVENT MARKETING IN 2013 Is event marketing outdated in the era of all things digital? Stats from the Marketingsherpa reports that 72% of B2B marketers
More information7 Ways To Explode Your Profits as a Tint Professional and Change your Life Forever!
WINDOW FILM CUTTING SYSTEM 7 Ways To Explode Your Profits as a Tint Professional and Change your Life Forever! 2012 Tint Tek The automobile window tinting industry is a highly profitable trade and, for
More informationManaged Service Providers for Mid-Sized Companies:
Managed Service Providers for Mid-Sized Companies: How companies spending less than $100 million a year on contingent labor can achieve greater efficiency, compliance and cost savings. 2013 Monument Consulting.
More informationWHAT A MARKETING MANAGER NEEDS TO KNOW. WHEN PLANNING FOR AN EXHIBITION
WHAT A MARKETING MANAGER NEEDS TO KNOW. WHEN PLANNING FOR AN EXHIBITION Welcome I knew that, but I didn t know this. This document is designed for marketing managers who are familiar with the strategies
More informationWhat does student success mean to you?
What does student success mean to you? Student success to me means to graduate with a B average with no failing grades. Ferris is ridicules tuition rates don t affect me since I was fortunate enough to
More informationCutting to the chase What do you need to get accepted to an economics PhD program?
A Guide for UCSB Undergraduates Considering a PhD in Economics Dick Startz An economics PhD can be the portal to a satisfying and rewarding career. In this Guide we tell you a little bit about getting
More informationReputation Marketing
Reputation Marketing Reputation Marketing Welcome to our training, We will show you step-by-step how to dominate your market online. We re the nation s leading experts in local online marketing. The proprietary
More informationFIRING YOUR LAWYER. Your Guide to: Even if you really think it s a good idea...it s usually not!
Your Guide to: FIRING YOUR LAWYER Even if you really think it s a good idea...it s usually not! SO, YOU ARE THINKING ABOUT FIRING YOUR LAWYER... About three times a week we get a call from someone who
More informationMarketing 101 for Aspiring Yoga Teachers
Marketing 101 for Aspiring Yoga Teachers Catherine Wagner May 2013 How many classes do I need to teach to make a living? Can I make a living teaching yoga? Which studios should I work for? You are passionate
More informationWhy It s Time to Say Goodbye to Outdated Marketing Strategies and Start Getting Results
Why It s Time to Say Goodbye to Outdated Marketing Strategies and Start Getting Results KAYAK is your internet marketing game changer. PLEASE SHARE (Always Attribute) Online marketing is a moving target,
More informationBINGO TRAINING. Last Updated August 2014
BINGO TRAINING Last Updated August 2014 Overview The Weekly Sunday Bingo at St John s is by far our greatest money maker. For the 2013-2014 Year, we made close to $225,000 in profit from Bingo. This effort
More informationwww.lawpracticeadvisor.com
12 Characteristics of Successful Personal Injury Lawyers By Ken Hardison President of Law Practice Advisor Kenneth L. Hardison, 2009 There s a theory that many successful lawyers and entrepreneurs admittedly
More informationSpecia Nation. Materials
Specia al Needs Trusts Nation nal Conference Friday, October 16, 2015 Breakout Session 3 3:15 P.M. 4:05 P.M.. Marketing Your Special Needs Planning Skills to Others; Expanding Your Practice Focus Presenter:
More informationDESCRIBING OUR COMPETENCIES. new thinking at work
DESCRIBING OUR COMPETENCIES new thinking at work OUR COMPETENCIES - AT A GLANCE 2 PERSONAL EFFECTIVENESS Influencing Communicating Self-development Decision-making PROVIDING EXCELLENT CUSTOMER SERVICE
More informationLearning to Delegate
Learning to Delegate Overview Tips for managers on how to delegate Why is delegation necessary? Why do many managers have a hard time delegating? What to delegate What not to delegate How to delegate Give
More informationA Presentation for the American Constitution Society by Donya Khalili. www.acslaw.org
A Presentation for the American Constitution Society by Donya Khalili A wise and trusted teacher or counselor. Someone who guides a less experienced person by building trust and modeling positive behaviors.
More informationSales Key Performance Indicators
Benchmark of the Month Sales Key Performance Indicators by Tony Passwater In previous articles (www.bodyshopbusiness.com, click on "ebsb Archives"), we've examined the targets that are commonly considered
More informationTwo Keys to Marketing: Success: Cold Calling & Prospecting
experience. insight. impact. Two Keys to Marketing: Success: Cold Calling & Prospecting This article appeared in OHR Tracker, Summer 1999. Author: Carolyn Merriman, president Warming Up to Cold Calling
More informationHow to Manage Your Email List Effectively
How to Manage Your Email List Effectively A short guide by MailWheel 1 Discover What s Inside After you ve acquired enough email addresses and created your opt-in and opt-out forms, you are probably wondering:
More informationThe ABC s of Communicating with Your Child s School
The ABC s of Communicating with Your Child s School A Ask questions whenever you have a concern. Good schools want involved parents who know what s going on in their schools. They know that sound support
More informationScripts for Recruiters
Scripts for Recruiters Companion Script Guide for The New Recruiters Tool Kit www.greatrecruitertraining.com Copyright 2010 Scott Love 1 How to Use This Guide Use this companion script guide while watching
More informationCustomer Charter. A five star service
Customer Charter A five star service A five star service Our Customer Charter outlines how we plan to provide you with a five star service. Based on what you ve told us, we ve summarised the most important
More informationEmail Marketing for Small Business: What s the Big Idea? A hands-on guide to making email marketing work for you.
Email Marketing for Small Business: What s the Big Idea? A hands-on guide to making email marketing work for you. You re considering email marketing to promote your business? Smart Move! Congratulations,
More informationAdvice for Applicants to the NSF Graduate Research Fellowship By Keith Jacks Gamble 9/23/04, updated 1/23/06
Advice for Applicants to the NSF Graduate Research Fellowship By Keith Jacks Gamble 9/23/04, updated 1/23/06 *Note: The bulk of this article was written in 2004, so some details may have changed. If you
More informationThe Sales Mastery Series for Real Estate Professionals
The Sales Mastery Series for Real Estate Professionals with Mike Ferry The Decision How many deals do you want to do per month, this year, next year, and the year after? How much money do you want to earn?
More information5IMPROVE OUTBOUND WAYS TO SALES PERFORMANCE: Best practices to increase your pipeline
WAYS TO 5IMPROVE OUTBOUND SALES PERFORMANCE: Best practices to increase your pipeline table of contents Intro: A New Way of Playing the Numbers Game One: Find the decision maker all of them Two: Get ahead
More informationGETTING THE MOST FROM YOUR. ATHLETICS RECRUITING PROCESS A guide to maximizing efficiency and effectiveness for your coaches and staff
GETTING THE MOST FROM YOUR ATHLETICS RECRUITING PROCESS A guide to maximizing efficiency and effectiveness for your coaches and staff INTRODUCTION Recruiting is critical for any Division III athletics
More information24-hr. 1-888-774-9994 Graduate Division Hotline: 1-877-974-8333 thesis@tpehome.com
24-hr. 1-888-774-9994 Graduate Division Hotline: 1-877-974-8333 thesis@tpehome.com The Thesis & Dissertation Experience What is a thesis or dissertation? The terms thesis and dissertation are often interchangeable
More informationBoosting your Sales Through Direct Marketing & Public Relations
C&H Communications 2011 Boosting your Sales Through Direct Marketing & Public Relations By: Charbel El Khouri Marketing & Communications Consultant email: charbel.khouri@chcommunications.net Mob: +971-50-4612513
More informationEveryone agrees that an employee referral is the best way to find great people for your organization. The numbers bear this out.
Tips to improve your Employee Referral Program Opening the doors of opportunity to talented professionals. Everyone agrees that an employee referral is the best way to find great people for your organization.
More informationIt s your kids birthdays, their braces, and your family vacation. It s your house, your yard, and your future. Some day, it s your retirement.
Inside this special report Jeff Pomeroy Licensed Business Insurance Agent Business Consumer Advocate, Consultant URGENT MESSAGE For Business Owners: How You Can And Must Protect Your Business From Financial
More informationThe Google Guide to Search Advertising. How to make search advertising work for your business
The Google Guide to Search Advertising How to make search advertising work for your business Contents Introduction... 2 Google AdWords: What s In It For You?... 2 5 Steps to Success: Setting Up & Maintaining
More informationBETTER YOUR CREDIT PROFILE
BETTER YOUR CREDIT PROFILE Introduction What there is to your ITC that makes it so important to you and to everyone that needs to give you money. Your credit record shows the way you have been paying your
More informationYou Must Promote You
You Must Promote You The college softball recruiting process can be very challenging to understand. At times, it can be extremely confusing and frustrating for players and their families. As an organization,
More informationAdd Social Media to Your Event Strategy
Add Social Media to Your Event Strategy Tips on how to build buzz & boost attendance 2012 Copyright Constant Contact, Inc. 12-XXXX BEST PRACTICES Guide Social Media MARKETING An event be it a networking
More information