By Wayne O'Neill
We tend to see information and insight in big dramatic blocks of what’s going on in the marketplace, when in reality it’s subtle. It’s the same as what we see going on in the world of public-private finance. Everything operates like a flywheel—the environment changes little by little, time after time. Then, all the sudden, you have what I call Milestone Capitulation Events. This is a time in which big progress gets made, but not in a straight line.
By Wayne O'Neill
Last week, I attended the P3 Connect 2014, the National Conference for Public-Private Partnerships. And I learned that the P3 concept is finally “getting comfortable in its own skin” in the United States.
My team and I observed participants from all diverse viewpoints – financial, design-construction, facility management – all getting a lot more comfortable about how the P3 model in the United States will be different.
By Wayne O'Neill
Last week, I attended the National Association of College and Business Officers 2014 Conference, better known as NACUBO. I look forward to this conference every year because the finance officers represent the pulse of the University “money engine”.
By Wayne O'Neill
In this video, we talk about how the process of “going to market” is shifting. One of our project delivery partners, Terri Hoffman, CEO of Marketing Refresh, shares her insights on the value of content marketing, how it correlates with The Connections Process and the importance of having a publisher’s mindset to influence the decision making process.
By Wayne O'Neill
I’m a bit of a cross media freak. Somehow, I end up getting a drumbeat about something I should read. Whether it’s messaging from TV, travel media, or a book suggested to me from a friend or colleague, I’m always looking to sink my teeth into something new.
But it’s not the literal suggestion that I link to, it’s about The Why I should read it. My ears are always open. It’s about what moves you. This is what I’ve been reading lately:
By Wayne O'Neill
I’m always reading something. You’ll often find me staring intently at my iPad, soaking up the latest book from my book list or using the latest apps to connect with recent news and industry articles. If you catch me with my iPad powered off, I’ll have my nose buried deep within a trade publication: magazines that are, at times, so bad they won’t charge the readers—just the advertisers.
By Wayne O'Neill
Many firms think that they connect best with their clients when they think geographically. They focus on having an office in every major city, so they can feel physically close to them and more available to meet needs as they arrive. What they don’t realize is that clients are more interested in someone that understands them and connects on a deeper level than can be limited by quantity of miles.
By Wayne O'Neill
A Case against Monday Meetings
Monday morning, 9:30 a.m. sharp: your team gathers around and begins dissecting every single one of the potential clients they’re pursuing. For up to three or four hours, you and your team members could be sitting around that same table, checking leads off your list. It quickly becomes exhausting, and before you know it, no one is listening—they’re waiting for their turn to talk, they’re checking emails, checking Twitter—they’re doing anything but listening.
By Wayne O'Neill
In this video, Wayne O’Neill talks about the difference between “what” dialogue and “why” dialogue with a potential client, and how strategically weaving “why” questions into your conversations with clients can help you uncover the value and impact behind the implementation of your product or service. Understanding that is key in building a long-term authentic client connection.
By Wayne O'Neill
Part of the genius of someone like Steve Jobs is that he saw what was missing and made an educated guess. He sought out different perspectives. What you don’t know can hurt you because someone who is trying to connect with your client may make that educated guess and beat you to the punch.
