Salary vs commissions: Another look at the issues
Recently, on the internal Society for Marketing Professional Services listserve, a well-established (and highly successful) engineering practice marketer asked this question: Forgive me in advance if this topic has been posted before. Would you be willing to share whether or not you have personally worked within or your company has established a commission-based sales environment? [...]
Some thoughts about networking
This blog is associated with the Construction Marketing Ideas newsletter (which you can subscribe to using the link at the top of of the page.) Yesterday, I posted a newsletter entry which touches on the challenges — and opportunities — of networking. In return, I received some gratifying comments and emails. Here is the original [...]
Testing the client experience
Our Boston hotel experience is providing amusement for our son, Eric, who enjoys watching the Suite Life of Zack & Cody, a Disney series set in a fictional Boston hotel. Ironically, the external shots for the “Tipton Hotel” in the series are actually of the Hotel Vancouver — shades of small-world deja-vu (as I grew [...]
Seven Steps to Reconnect
Craig Park’s most recent blog posting, “Seven Steps to Reconnect” addresses the challenges of rebuilding and re-establishing potentially long-lost relationships. This can be hard work, but is certainly easier than cold calling (assuming of course your relationships were positive and concluded well). Still it takes discipline and organization to achieve the results you are seeking. [...]
Testimonials: How to gather them
A Society for Marketing Professinal Services (SMPS) member posted this question on the SMPS LinkedIn discussion group: Can you recommend best practices for collecting testimonials from clients and publics? Testimonials are great tools for providing a reference in our marketing materials, but they are often difficult to solicit. Any tips for amassing those warm, fuzzy [...]
The adventurous spirit and the “real world”
When new employees join our organization, I burden them with my stories. These can get tedious once you’ve heard them once or twice and are downright irritating after you get to the third or more retelling. But I’ll go out on a (personal) limb and suggest they are quite fascinating the first time around. The [...]
Independence Day (plus 1 or 4)
The July Holiday Weekend in both Canada and the U.S. mixes patriotism with summer. This year’s Canadian holiday (July 1) occurred on a Thursday, creating a U.S.-Thanksgiving-stye weekend, with an orphaned regular “business day” on Friday. (When one of my employees asked if he could use a paid vacation day on Friday, I not surprisingly [...]
Vacation
We’re on a brief cottage vacation right now. This isn’t “roughing it” — our relative’s cottage has the comforts of home and cellular phone service, but no wireless Internet. So I’ve posted a couple of day’s entries ahead of time. It will be a little strange to me to wake up and not have a [...]
Why is so much construction advertising so bad?
We are getting ready to publish the July issues of our regional construction industry publications. I’m going to admit a rather big weakness. Most of the ads in our publication that we have sold (and designed) are bad. We assemble them quickly with generic messages and only brief communication with our clients who are usually [...]
Media pubicity: selling and buying
A representative of a new social networking site focusing on the AEC community sent me an email a about a week ago inviting me to review and consider publicizing his site. I looked briefly at the email, decided not to delete it (most news releases find their way into the trash can) but didn’t rush [...]
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