The business development process is customized to each specific opportunity.
In developing a game plan for a specific opportunity, the most important thing to calibrate is to align what you are communicating to what the buyer needs to hear at that specific stage. Misalignment of your selling content with buyer needs at that stage not only fails to effectively capitalize on each stage, but also shows the client a lack of understanding about what they want and need (something that hurts your perception as customer service focused.)
Culture is a bit like a brand… something you aspire to but ultimately is an outcome not a statement.
For a services firm, a culture will mostly be defined by:
- the type of people you hire
- the type of values you build the business around
- what events happen and on what cadence
This post deals with what kind of people, values and events we believe are suitable for technology services companies
Borrowed from the world of cycling, Marginal Gains refers to gaining an exponential overall improvement by maximizing performance across increasingly granular areas. We believe this theory can be expanded to professional services firms to make very large impacts on their overall outcome.
