In the typical business climate, one of the biggest challenges for service providers is finding the right time to have “wish list” conversations with owners. It can be difficult to unlock those big, 5-to-10-year project ideas when engaged in the normal flow of business activity. This year is different. The pandemic has caused such a […]
Healthcare leaders have faced an unprecedented challenge this year with the COVID-19 pandemic directly affecting their industry. Interruptions to supply chain, patient engagement, master planning, and funding have created daily headaches and long-term concerns. While today’s issues certainly need proper attention, healthcare leaders need to think beyond the immediate recovery. This includes preparing for the […]
Higher education faces an unprecedented challenge in the Fall 2020 semester (and future semesters) finding ways to achieve business objectives during the COVID-19 recovery process. This includes identifying financial solutions to make up for lost revenue streams from tuition fees, athletics, and ancillary programs. The requirement is a different way of thinking about the recovery […]
One of the key principles that we emphasize in our business coaching with company leaders is the importance of responding. Not a hasty, reactive response. But, a careful and considerate response by evaluating the next best steps to take when swimming in the unpredictable waters of today’s markets. Never before has the response been more […]
There’s an elephant in the room that no one is talking about: long-term sources of capital. No one is talking about this because no one really understands it. This dawned on us when our clients and other people we interact with began commenting about how much time we spend talking to private equity firms. We […]
RESET attended The P3 Conference for the third consecutive year, and turnout from national owners in both the public and private sectors reveals a continued need for creating performing assets which solve long-term capital issues connected to growth. There were some recurring themes that throughout the conference that had significant impact on the success of […]
I have a powerful example to share with you today.
I talk about understanding your client’s business and political issues a lot. I talk about connecting the dots between seemingly unrelated pieces of information – a lot.
THIS is why.
Capture planning is traditionally a left-brain, box-checking exercise, in my experience.
Even when we’re coaching our clients in The Connection Process, it starts out rather logistical. We fill out the checklist:
I’m going to let you in on one of my trade secrets.
Go-to-market strategies aren’t actually about selling or marketing. They’re not about RFPs, interviews, services and resumes.
They’re about human behavior.
When I talk about “failing fast,” people get excited. Failing fast in pursuit is a sexy concept.
But in practice, failing fast in go-to-market strategies goes against human nature.
The normal thing we do when we’re in pursuit of a client – especially if it is an account that will take some time to develop – is think “I’m just one chit away from going to the next level with this client.”
