Delivering Client Experiences that Differentiate Your Firm - An Interview with Peter Merholz

In professional services firms, the experiences we create for our clients plays a huge role in our ability to satisfy them, generate the return on investment they are looking for, and ensure they stay loyal clients. Listen to this episode as Peter Merholz, author of "Subject to Change" and president of Adaptive Path, explains what service firms can do to deliver valuable experiences to clients.


(Time 13:49)


The Business Case for Long-Term Lead Nurturing in a Recession - An Interview with Dan McDade

Most services firms want short-term leads, leads that are ready to buy now. In contrast, the best service firms focus on the 75% of leads that are long-term opportunities that take six months to two years to develop. It's not easy to do, but successful marketers do just that.

In this podcast we talk with Dan McDade. Dan helps B-to-B companies fill their forecasts with qualified revenue opportunities as President of PointClear. Specifically, we revisit a questions-and-answer session we had with Dan in a recent webinar with Raintoday.com.


(Time: 9:09)

Direct download: The_Business_Case_for_Long-Term_Lead_Nurturing_in_a_Recession.mp3
Category:podcasts -- posted at: 9:41am EST

Building a Value Proposition that Sells in Recessionary Times - An Interview with Paul Collins

If you're trying to sell a 1960s automobile in the next century, you have a very limited market. The same goes for firms trying to sell services which haven't adjusted to the realities of the current recession.

Listen as Paul Collins, managing partner of Equiteq LLP, explains how to build a value proposition that sells in a recession, drawing from his vast experience helping consultancy owners improve their profit performance and realize equity value in their businesses.


Keys to Being a Trusted Seller of Professional Services

A lot of people think "trust in business" is a little soft, a little oxymoronic, and a little odd. But it's not. It is an essential component of successful client relationships and a key element in winning over prospects.

In this podcast, Charles H. Green, founder and CEO of Trusted Advisor Associates, breaks down how trust works in professional services, what the components of trust are, and how trusted advisors can reconcile that role with their responsibility to develop new business.




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