Monthly Archives: July 2007

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Professional services offshoring: Friend or foe?

I had lunch recently with one of my mentors, a retired Booz Allen & Hamilton partner. One of the things I like best about this man is his very direct encouragement of me, always delivered with respect and affection. In this case, his query occurred about five minutes after we'd greeted each other and exchanged

Ford Harding’s advice on growing books of business with clients

Here’s the final post of my four-part Q&A with Ford Harding about professional service firm cross-selling and increasing a firm’s revenues from strategically appropriate clients Lowe: What’s your best advice to professional service firms and their rainmakers about how to grow their firm’s book of business with their clients?  Harding: My first advice is personal

How to overcome cross-selling hurdles – inside, and those that clients erect

Here’s the 3rd post of my four-part Q&A with Ford Harding about professional service firm cross-selling and increasing a firm’s revenues from strategically appropriate clients Lowe: What advice would you give a firm that is approaching selling –- even selling “solution sets” -- from a fragmented perspective?  Think of global corporations that sell in silos. 

How Professional Service Firms Can Think Strategically about Selling

Here’s the 2nd post of my four-part Q&A with Ford Harding about professional service firm cross-selling and increasing a firm’s revenues from strategically appropriate clients Lowe: Regarding the idea of “thinking strategically about selling solutions,” is “cross-selling” a simple way to get at the gist of the issues? Harding: Cross-selling means selling multiple services to

“Cross selling: more than selling from Point A to Point B”

The June newsletter issue of The Marketplace Master™ featured a look at how individual professional service firm leaders can creatively encourage colleagues to “do things differently” in building their firm’s book of business with clients.  I’m grateful to Ford Harding, president and founder of Harding & Co., for helping me touch base with a number

Just Say No to limited CMO jobs

Yesterday I got a call from a recruiter from one of the Top 5 retained executive search firms.  She wanted to tell me about their Chief Marketing Officer search for a top tier management consulting firm.  It's a newly created position, she said, with eight pages describing the role and its scope.    I asked