All activities in support of formulating and communicating the value of the firm's offering to the target market in support of current and future sales.

Why I Love Repeat Business... And You Should Too

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the ceo magazine, customer relations,
Scott Spector AIA, Principal, Spector Group

Profit in business comes from repeat customers, customers that boast about your project or service, and that bring friends with them. -- E. Edwards Deming

We all know the above quote rings true, however time-crunched CEO's and their senior management teams often fall into the trap of forgetting to nurture what's right there in front of them. This happens even more so if their industry is competitive and they spend a good deal of time chasing new business leads.

Does Your Biz Have Sustainable Intrigue?

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the ceo magazine, marketing

When I ran my own agency, I knew that intrigue was crucial to getting a potential client involved, but if I failed to deliver something of substance, I would have never secured those clients, or I’d have soon lost them. And the key to delivering substance was research. Every time we pitched a company, we made bold claims, but they were always backed up by facts. The formula was simple enough: Ask the right question about the organization, provide an answer, and then provide a solution.

Speak Up

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Like most business owners I get asked to speak on different topics to a variety of groups. I did a count and have been averaging about one speech per week for the past few months and traveling around the country.  A fellow business owner reached out to ask some questions about accepting and charging for speaking engagements so I thought I would share a few ideas.  Here are a few things to consider.

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