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Tag Archives: organization
An Overview of Project Leadership and Project Management Training
By David Shoemaker I. The traditional perception of project management looks at projects as goal-oriented systems created by managers and other administrators. Continue reading
Posted in Uncategorized
Tagged concepts, differentiation, ecornell, effective, failure, integration, leadership, management, organization, understand, work
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Email Newsletters For Professional Service Firms: Is Low-value Content Inevitable?
The motivation behind an email newsletter is a positive thing. Continue reading
Posted in Uncategorized
Tagged case, content, direct, information, knowledge, organization, personalized, professional, send, service, thing, time, whitepaper
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What has Changed in Professional Services Sales? take a look at part II
In our first installment of this thought leadership series found here, we overviewed the changing selling environment within the professional services market and the key challenges faced by firms within a business development framework that included the following elements: Account Selection – How the organization determines which clients they will focus their efforts on; how they will segment these client (serving them differently by segment); and how they will deploy their resources accordingly. Account Management – Developing long-term, increasingly profitable relationships with the firm’s current accounts and effectively penetrating prospect accounts Opportunity Assessment – Effectively determining the best opportunities to pursue and deploying the optimum resources in these pursuits Opportunity Management – Mobilizing an organization’s best selling resources to ensure success in the opportunities that you choose to pursue Closing and Contracting the business – Ensuring that the business is closed but also, that it is business that can be profitably delivered for both your firm and the client. Continue reading
Posted in it services
Tagged business, client, environment, firm, gain, opportunities, organization, resources, selling, service, success, team
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