Bin your brochures

Article Abstract:

Effective marketing is all about building client relationships and not sending out attractive publications. While business books often recommend stylish brochures and mail pieces to market the professional firm, these publications will not be read by potential customers unless they exhort the uniqueness of the company's products and services. However, even if they succeed in attracting attention, few would believe their claims of uniqueness anyway. A better strategy is for professionals to become personally involved in winning clients. They should become involved with client's business so that they would gain a deeper understanding of how they can meet their needs. Professionals should also remember that managing client relationships is a full-time job and does not only entail golf games or business lunches.

Marketing, Client development, Customer relations

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Theirs and ours

Article Abstract:

Professional firms tend to foster a culture that encourages departmental territorialism in which clients are exclusively owned in one unit and cannot be served by another department. The creation of 'silos' is damaging to the organization because it prevents them from adopting a client-oriented approach to business and it only engenders short-term initiatives. Instead of cross-selling their services to clients, professional firms create specialized departments that are concerned only with their own processes, needs and clients. This prevents companies from developing strong relationships with their clients that can ensure their loyalty. A solution to silo management is client matrix management, which allows firms to develop their technical excellence while cultivating total client relationship management.

Organizational Methods NEC, Management, Corporate culture, Organizational change, Organizational behavior

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Time is of the essence

Article Abstract:

Issues discussed concern time management skills for businesspeople. Tips on letter-writing, making lists, tackling large projects, and structural thinking are presented.

United States, Time management

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