Monthly Archives: April 2012

Some organizations, it seems, just have a sales-oriented culture. It’s in their DNA and a beating-the-bushes mentality threads through every corner of the firm. Other organizations do not. Traditional business development has never played a large role in garnering new business. Rather, the pipeline is kept filled by cultivating existing personal and associative relationships. A notable example of the latter: professional consulting services firms. For almost as long as these firms have existed, Read more [...]

While at our monthly company meeting, we were asked ‘what do we not like about our jobs?’ I gave it some thought and could not think of anything I ‘do not like’ about our job. Although I heard some of my peers answer the question stating tasks they did not like, possibly hoping the tasks would be taken away! Not likely! Every task that was mentioned is an integral part of what we do as consultative client development managers-creating the business interest in our client’s prospective Read more [...]