Just what are business and political issues? And why are they so important? And how can aligning with a smart client’s business and political issues help you engage and ultimately connect? Aligning with a smart client’s business and political issues is key to starting profitable and rewarding relationship. Watch this video to learn more.
As we wrap up another year here at Wayne O’Neill & Associates, we consider the conversations we’ve had, how others have impacted us, our successes and our failures. Reflecting upon our practice allows for us to grow as a business, and we look back at all that we’ve done, including our blog.
I know what you’re thinking: you already use technology to connect. Through Facebook, you’re back in touch with that pretty girl who sat behind you in 9th grade algebra, your kids have taught you how to Skype now that they’re off to college, and you know through LinkedIn that your cubicle mate from fifteen years ago is still working at the same company. But that’s not what I’m talking about here. Just because you have contact doesn’t mean you have a connection.
In the second video in his series Reset to Connect, Wayne O’Neill explains the importance of identifying “smart” clients. Learn the impact of making go or no-go decisions early on in your relationships with potential clients. It leads to longer term engagement and much more sustainable revenue.
How we coached an architectural firm with a strong reputation and market experience, to overcome an issue they ran into frequently. Their clients would say, “We are in love with your design and plans, but just don’t have the funding for this project.”
If you’re a subscriber to this blog, you may have noticed that I’ve been working to create my own video series. This is a new endeavor for me: I have four people in the room, and in between cuts, they’re each tearing each word I said (and didn’t say) apart, analyzing all of my body language, and pointing out speech disfluencies I hadn’t noticed before. Though I’m new to going through the stress of making a video—and people telling me about tics—I’m not new to asking for others’ opinions. I find it’s the best way to ensure that you’re putting out your best work: whether it’s in making a video, developing an account team, or creating new solutions.
With the Holidays inching around the corner, we’ve all got gift giving on our minds. For that executive in your life that has his fair share of ties and coffee mugs, I suggest you get them some new reading material. Here are three books I would suggest…
When hiring members of a top account development team, some qualities that team members should have may be a little counter intuitive. You may focus on a well-written resume, work experience, and references. Or you could focus in on the way they present themselves and how eloquently they speak. But let me intrigue you for a moment about some characteristics that you should be looking for in potential hires.
I’d like to intrigue you today with considering a more effective way to growing your firm and so I’d like to compare and contrast two different methodologies that I see most often employed, particularly when you look at firms offering services or products that are complex in nature to implement. That’s traditional selling, which is really focused on closing, versus connection, which is really focused on account building. A seed I want to plant with you is that at the end of the connections process, your client is actually coaching you and guiding you into the implementation of using your product or using your service.
An energy performance contractor adopted and utilized WOA’s capture plan model to facilitate internal collaboration across company divisions and to form alliances with other firms with similar client business interests. The specific case involved game changing opportunities fostered by the merger of two large school systems in the southeast.
