Thought Leadership Resources

#122 Reach the C-suite indirectly, through the professionals they rely on

If your firm needs to reach senior-level executives – the C-suite – to present your services, it can be difficult to get a chance. Senior people are guarded by assistants, voice mail, a never-ending schedule of meetings, and frequent travel. They’re not likely to see your e-mails, take your calls, return your voice mails, or be at any networking events you can get into.

Read more...

#120 How to show your firm’s members are “the safe choice” (and why that matters)

In the days of mainframe computing, there was a saying: “Nobody ever got fired for buying IBM.” The machines produced by Big Blue (as it was called) might be pricey, but they had a reputation for reliability. Their salesmen (and they were nearly always men) wore blue pin-striped suits that matched their company’s logo. The company’s reputation meant that any executive could defend the decision to choose IBM over its competition. IBM was the safe choice.

Read more...
Subscribe to this RSS feed
Thought Leadership Resources © 2018