Growth Dynamics Get Down

Hey, I'm stealing some powerful stuff from someplace that I really — I admire this organization. I think they do just about everything right. And if they don't do it right, they're always trying to figure out how to do it right. And it is the Ritz Carlton organization — Ritz Carlton Hotels.

Symptoms:

Donna hated feeling like this. As hard as she tried, she couldn’t figure out what she was supposed to do when she got back to the office after being out for a couple of days making calls on new prospects and checking up on some existing clients. Her to do list had a bunch of things scribbled on it, but Donna didn’t know which items were most important or when the people she had been talking to were expecting her to follow up.

Hey, I've got a real easy one today. It's got no real content, but I just thought, along with everybody else in the world, I'd do a list as well. So what I put together for this Fast Tip Friday is a list of 10 movies that may be great watches on a rainy, possibly miserable Memorial Day weekend. So I thought I'd give you a list. I have watched parts or all of all of these movies. Some of them, I want to tell you—particularly the first one on my list—do not watch it with small children and deeply religious people in the room, as the language and the behavior are rather challenging for a lot of people. So here's my list.

Symptoms:

Diane returned from the product demo certain that the features and benefits she shared with her prospect had wowed them. The buyer nodded when Diane asked if the product fit into the product categories they offered to their customer base, and everyone else that sat in on the meeting told her how much they liked what she had presented. She felt as good about this call as she had in a long time, but now six weeks later there was still no purchase order and the prospect had gone radio silent. How did their excitement turn into Diane's frustration?

Hey everybody, Charlie Hauck, Fast Tip Friday time. Hey, look, this is a topic that I think a lot of people in the consulting business don't want to talk about, because it sounds like we're disparaging human being. And I want to make sure that's not what we're trying to do.

Symptoms:

Like many business development people these days, Robin won't be going on her appointments tomorrow by herself. This time she is bringing Rich, and he is the VP of Sales from one of her largest vendors.

Symptoms:

One thing was certain: Derek was going to get an earful when he mustered the courage to tell his biggest customer that the truckload of material he was expecting was going to arrive three weeks late.

Hey, I want to talk a little bit tactical here today. I've been sharing some stuff on sort of process and personal management, but I want to dip back into the into the tactics pool here for you today, one of the things that we see happening far too often with our clients in the business development realm is that they are not willing to plant their feet on getting something if they give something.

Symptoms:

Bob was exhausted after seeing over 15 accounts in the past week. He had talked about football, politics, family and even some industry news in order to get the client engaged in a conversation that might give him an opening to pitch his latest and greatest widget.