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PLAN AHEAD FOR BUSINESS DEVELOPMENT
September 24, 2010
PLAN AHEAD FOR BUSINESS DEVELOPMENT – As we've said before, closing business does not begin with the presentation of an engagement letter. It begins with the introduction and first handshake-whether that happens at a conference, dinner, fundraiser, or even a PTA meeting. From there, it's important to plan ahead, to take the next steps, and working toward the closed sale.So what are the next steps in business development?If the prospect is a first-time acquaintence, offer to send an article on a relevant topic and suggest you'll call in two weeks to make sure the article was helpful. If you've been working on a proposal and haven't heard back form yur prospect, leave one or two voicemails and send an email; if these aren't returned after a reasonable amount of time,l suggest a specific time and day when you will be calling and confirm with voicemail and email. This can ensure that the person is available to speak with you and gives you the opportunity to plan for the next steps.Whenever there is a next step required to build a new client relationship, ask what day and time work best for your contact and let them know you'll be happy to work with their schedule. Closing sales never stops – it's a continuous process that requires “permission marketing” and a mutual commitment to taking the next step.
PLAN AHEAD FOR BUSINESS DEVELOPMENT – As we've said before, closing business does not begin with the presentation of an engagement letter. It begins with the introduction and first handshake-whether that happens at a conference, dinner, fundraiser, or even a PTA meeting. From there, it's important to plan ahead, to take the next steps, and working toward the closed sale.So what are the next steps in business development?If the prospect is a first-time acquaintence, offer to send an article on a relevant topic and suggest you'll call in two weeks to make sure the article was helpful. If you've been working on a proposal and haven't heard back form yur prospect, leave one or two voicemails and send an email; if these aren't returned after a reasonable amount of time,l suggest a specific time and day when you will be calling and confirm with voicemail and email. This can ensure that the person is available to speak with you and gives you the opportunity to plan for the next steps.Whenever there is a next step required to build a new client relationship, ask what day and time work best for your contact and let them know you'll be happy to work with their schedule. Closing sales never stops – it's a continuous process that requires “permission marketing” and a mutual commitment to taking the next step.
Major Differences In UK, U.S. Copyright Laws
This article highlights how copyright law in the United Kingdom differs from U.S. copyright law, and points out differences that may be crucial to entertainment and media businesses familiar with U.S law that are interested in operating in the United Kingdom or under UK law. The article also briefly addresses contrasts in UK and U.S. trademark law.
Strategy vs. Tactics: Two Sides of a Difficult Coin
With each successive large-scale cyber attack, it is slowly becoming clear that ransomware attacks are targeting the critical infrastructure of the most powerful country on the planet. Understanding the strategy, and tactics of our opponents, as well as the strategy and the tactics we implement as a response are vital to victory.
The Article 8 Opt In
The Article 8 opt-in election adds an additional layer of complexity to the already labyrinthine rules governing perfection of security interests under the UCC. A lender that is unaware of the nuances created by the opt in (may find its security interest vulnerable to being primed by another party that has taken steps to perfect in a superior manner under the circumstances.
Removing Restrictive Covenants In New York
In Rockwell v. Despart, the New York Supreme Court, Third Department, recently revisited a recurring question: When may a landowner seek judicial removal of a covenant restricting use of her land?