We get asked all the time what’s the difference between sales training and what we do here at Wayne O’Neill and Associates, which is account development coaching. And I think it really boils down to a few fundamental differences, but a huge differenc when we talk about and analyze sustainable results.
Market segments are defined by the client themselves. They could be based on geography, but often it revolves around what they’re in business to do. People in education likely hang together, those who are in Healthcare tend to socialize with each other, and likewise for other industries. The illusion is that all of those segments can be thin sliced by geography or operation model type.
Companies are no longer following old rules in searching for a new location to expand. The process was at one point fairly orderly: a company would traditionally connect with economic development entities and various people in the real estate industry. Thus, there’s a real estate/broker transactional web of information. But that’s changing.
It takes more than a few good ideas to make coaching account development impactful. Project management, for one, is key. It’s not about the people on our team that do project management—though they are very talented—it’s about the process.
I feel constantly pressed as CEO to walk our talk and morph our team appropriately. When I see small holes that are in need of being filled, I know that if I don’t take action soon, those holes will widen into gaps where our practice falls short. My latest hires, Matt Montgomery and Terri Hoffman, do more than fill a void—they bring a whole new aspect of insight and creative solutions to our team.
You might remember our last installment of The Connectors, where we interviewed Tadd Tellepsen of Tellepsen Builders. He gave us his take on The Connections Process, and today, we’re sharing with you how Read Ballew utilized the thought process and tactics from our practice.
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.
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.
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”.
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.
