By Linda Pophal
Have you ever turned down new business or said “no” to a potential new client? It may seem hard to believe (especially for very new businesses), but there are definitely times when saying “no” is the best thing to do. Doing so effectively, though, is a bit of an art, and it may take a while for you to determine the types of clients and projects that make the most sense for you to tackle—and those that simply don’t make sense. (more…)
Short answer: Yes!
Today’s media environment is far more complex, offering both benefits and challenges for marketers. The benefits are that they have many more options to choose from to allow them to more specifically, and narrowly, connect with their target audiences. That is, however, also the challenge. (more…)
I responded to a reporter’s inquiry recently about the traits of successful entrepreneurs. I love responding to questions like this because they cause me to be introspective and think about things that I believe have contributed to my own success–and that may be, potentially, helpful to others. As I look back on my career, and the launch of my business in 2008 (still going strong almost seven years later!), there are a few key points that come to mind. (more…)
As marketers, we are constantly trying to assist the clients and organizations we work with to expand and capture market share. And while this goal is fundamental to mainstream marketing and business strategy, it overlooks a key concept often neglected by many organizations: blue ocean strategy. (more…)
In the midst of the current Ebola outbreak, there has been much made of the role of big pharma in the race to stem the tide of the deadly virus. Many commentators, non-governmental organizations and governments have been critical of drug companies in the past and currently for what is seen as their lack of interest in developing vaccines and cures for illnesses that are deadly, but just not profitable.
But numbers are numbers, and the decision-makers of publicly-traded companies are obligated to conduct their business in a way that returns an acceptable return on investment to shareholders.
In an editorial for Forbes (more…)
There’s often a big difference between siblings, even those close in age growing up in exactly the same environment. That was certainly the case between my brother and I. He was the kind of kid that would ask for something and not take “no” for an answer–even when threatened with punishment. I, on the other hand, would take rejection or refusal at face value and move on. I have that same tendency today and I know it’s not the right way to approach life–or building business.
The point was driven home to me recently when catching up on some reading. (more…)
Every lead is not a prospect and every prospect is not equally qualified. In your early days of running your business you, like many entrepreneurs, may consider every lead a “hot” lead. After all, business is business, right? Well, not exactly. The longer you’re in business, and the more successful your business becomes, the more selective you will need to be about which customers you decide to take on. What a great problem to have, right?
There are a variety of different ways that you might decide to evaluate or “score” your prospects. One commonly used approach, though, can be very helpful–BANT. (more…)
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