Archive for the ‘Business skills’ Category

Making the Most of Trade Shows by Caryn Kopp, Guest Author

Wednesday, March 3rd, 2010

Schedule Post-Trade Show Follow Up On Your Calendar. Make immediate contact your HIGHEST priority when you return to the office. Use your calendar to block out the morning you return to the office to complete sales follow up. Think of new contacts like really good French baguettes. By tomorrow they’re stale. Before going through the mountain of mail, the volumes of voicemail or the never ending email, tackle your trade show follow up. You may need to hang a sign on your office door saying you are unavailable (just as you would be if you were out at a meeting). Hire a temp (or have an assistant on hand) to help you handle the extra workload. Sound expensive? Compare it against the lost Disney opportunity…enough said. There is a flow to new business development and new business relationships. Keeping the momentum going and delivering what you promised, when you promised it, is a critical component to successfully adding new clients to your roster. If, for some reason, you cannot send the information, the samples or execute the phone call when you promised, make sure to COMMUNICATE. A simple email letting someone know when you will fulfill your promise fills the bill. Then, be sure to adhere to your promised timeline.

Some people tell me they think following up quickly is a sign of desperation. Not true!
There’s a difference between Please meet with me…please, please, please!!!! (desperation) and I am calling to follow up on our conversation this past Monday. Here is an example of how we can help you to achieve your goals (buttoned up). Prompt response and follow up is respected by decision makers. It conveys that you are interested in their businesses and lays the foundation for relationships of trust. In a detail oriented business, demonstrating your ability to deliver the details matters. This is not the time to play hard to get.
Some people want to wait for a few days to give the decision maker time to “dig out from under”. Why? Isn’t that one of the best times to catch the prospect at his/her desk? The long discussion may need to wait for a few days but you can certainly ask for a time on the calendar for a meeting or conference call.
A few people tell me they strategically lump trade show contacts with other prospects they are pursuing and then call in priority order. With this line of thinking it could take weeks to follow up with a new contact. Revisit the French baguette analogy. What will it look like weeks later?

In the course of your many conversations at a trade show, you may uncover an opportunity for another person in your company. Apply the Golden Rule. Treat this as you would want a co-worker to treat an opportunity of yours. Immediately communicate all details to your colleague, as if it were a job share. Include information about the opportunity, the level of priority and when the prospect is expecting follow up to occur.

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Coping with a Job You Hate by Guest Author Natalie Gahrmann

Monday, March 1st, 2010

I have a few clients who absolutely hate their current jobs but feel stuck where they are because they believe that there isn’t anything else out there. Unfortunately, few people have the luxury in today’s economy to leave a job without having something definite already lined up and the job dissatisfaction rate continues to climb. Having a job you hate is not an easy thing to deal with so here are some ways to make your situation easier to handle:

1. Maintain perspective: Know what’s motivating you to stay at a job you hate; it’s important to know why.  Is your current job the only one in your area that fits your skills? Or do you need it to keep your children fed and clothed? What attracted you to the job in the first place? Does that reason still exist? Whatever the reason, remembering what it is and keeping it at the forefront of your consciousness makes working a difficult job easier. When you do this, you end up working not for the job itself, but for whatever the motivation is behind your being there. The job becomes more than a job— it becomes a way to fulfill whatever desire moved you to take it in the first place.stressed+businessman

2. Know what you really want: Often, a terrible job will help you be clearer about what you would want in a better job because you know for sure what you don’t want. Identify the things you desire in your job. It may help to focus on what you don’t like and note the opposite. It may also be helpful to note the things you dream about in your ideal job. For example, are your coworkers too competitive? Then, you may prefer a more team-based environment. Is your boss always second-guessing or changing your decisions? Then perhaps you would like a job where employees are trusted and tasks are truly delegated. Would you prefer a job that requires a lot of problem-solving instead of a set group of tasks? Would you rather work for yourself? Have you always dreamed of teaching for a living? Be sure to create a physical list that contains what you really want in a job. Explore how many of these things you can create in your current job situation or somewhere else in the company.

3. Make a conscious choice: Being in ‘choice’ is very powerful.Therefore after identifying your key motivation for staying at the job you hate, if it’s compelling enough to keep you there, than consciously choose to stay.  If you’re unsure about it, evaluate it further. Maybe you took this job several years ago because you wanted a job close to home beings you had small children and didn’t want to spend an excessive time commuting. Now that the kids are older, is this still important criterion? Or perhaps you took this position because there seemed to be an aggressive career path to a higher level position but it never materialized. Or maybe you realize that you qualify for lots of different jobs of the same type that you’re working now, and you realize that a different work environment might make things much more tolerable. Whatever your motivation, consider carefully whether it’s enough motivation to stay at the job or if you’d be better off transferring to another department or Division if you’re at a large enough company, or leaving entirely if there aren’t any feasible options within your current work environment.

4. Set weekly goals for yourself: If you really want to leave your job, set weekly goals to help you find the golden opportunity for you. One week you might research the industry, another week you might arrange three informational interviews, send out five resumes or attend a networking event. Having these goals will help you transition to something better. Doing something daily towards a new job will help give you a sense of accomplishment and keep you progressing toward a new job.

5. Re-engage your commitment whenever you feel negatively toward your job: When feelings of frustration, hopelessness, anger, or sadness about your current situation re-surface, review your choice again. Realize that even after you have chosen to stay, there may still be parts of your job that you dislike.  Let go of the negative emotions and re-focus on the positive motivations for staying.  Allow your conscious choice to stay to become the habit and motivator to continue doing a good job and contributing daily.

6. Honor your needs: Allow yourself to acknowledge whatever emotions come up for you. Don’t try to hide it inside, or it will just blow out later. If you need to take a walk, or go to the restroom, take a day off, or even write it out in your private journal, do that. Letting things build up until they might explode is never a good idea. And, in the midst of your feelings, reflect back on your motivation for choosing to stay. Control your stress by respecting your needs.

7. Be realistic: If you really hate your job, don’t expect to love your job some day soon. Instead, expect that you won’t like it. Expect that the things that have frustrated you since the first day will still frustrate you now and will probably continue to do so as long as you stay at the job. If you expect that, the job will never sink below your expectations. However, at this point, you know that you are more than the job. You don’t expect all of your satisfaction to come from that, because there are more areas in your life than just that.

8. Enjoy the Perks: Some jobs are terrible, but still have some great perks. Almost every job has at least one good perk such as a good salary, tuition reimbursement, health benefits, gym discounts, stock options, or opportunities to travel. Take advantage of whatever perks are available because even focusing on some of these more positive things may make things easier, at least in the interim until you find something else.

9. Increase your Self-Care: Going into a job you hate will be worse if you get to the office feeling rushed, stressed and frazzled and lack self-care. Set aside some moments of solitude each morning. Develop some positive daily rituals such as treating yourself to a latte, listening to upbeat music, going for a walk outside at lunchtime, getting up early enough to hit the gym before you go to the office, or connecting with friends for fun diversions. Add some humor to your day buy posting a “joke of the day” calendar near your work space. Enjoy an activity regularly that helps you unwind and get rid of tension. Be willing to treat yourself to simple pleasures to help you feel better inside. By focusing on you, your well-being, health and happiness your present situation will be more tolerable.

10. Maintain your job performance. Although you’re dissatisfied at work, it’s important to continue to do your work and do it well. Hating your job doesn’t mean you can’t learn new skills or be a good performer at work. Use your time to make yourself a better candidate down the road. If your company offers training courses, take advantage of them. Use downtime to learn something new on your computer. Pick up a management development book and read it (or listen to it) at lunch. Turn your job into an opportunity for self-improvement. Set personal performance goals that you’ll be able to highlight as accomplishments in future job interviews. Be sure to avoid burning any bridges at your company because you are unhappy. Instead, maintain positive relationships and grow your network.

Right now, it might seem like you will be stuck in this job forever. Keep your chin up and remind yourself that you are in charge of your destiny. Search internal postings for new positions. Start your search for a new job externally. Realize that this too shall pass!

Visit our BLOG: http://coachnatalie.blogspot.com

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Being Prepared for Objections by Guest Author Caryn Kopp

Wednesday, February 24th, 2010

male atty shake hands smNew business and expansion of business is dependent in part on being able to address objections.

One thing I can tell you about objections. If you can’t overcome them, you’ll never close the sale. Here are 3 tips to stay in control so you can get to the next step.

Tip 1. Identify all the objections you will face and then develop answers to overcome them (before you’re ever on the phone with someone)

Tip 2. Practice the answers until they don’t sound rehearsed.

Tip 3. Couple every response with a request for the next step. Which sounds like this. I understand you’re busy. Let’s look a little further out on the calendar, say the 3rd week of next month? How’s Thursday at 10?

If you’re prepared, rehearsed and request next steps, the sales cycle takes less time.

Next Step to Yes!

You can shorten the sales cycle with what I call Next Step to Yes! Ask for a next step during every contact point with a customer or prospect. Here’s an example. When a prospect asks for a proposal, secure a follow up date and time right there and then, at the moment when it’s most important. You can avoid all that wasted time trying to get them back on the phone.

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51/2 Ways To … Possibly Solicit Cooperation When Negotiating by Guest Author Greg Williams

Monday, February 22nd, 2010

two women attorneys smWhen negotiating, how do you solicit cooperation? You can browbeat someone; you can cajole them; you can be very amenable to their every whim, and yet, you may still be unsuccessful at soliciting her cooperation. The one thing you must do, in order to give someone what she wants and needs is to understand why she wants and needs what she is seeking. The following are 51/2 ways you can solicit cooperation when negotiating.

1. Be honest:
Where and when possible, be honest. Some situations may require that you shave the truth, but unless you’re negotiating in a hostile situation, one in which the other negotiator is not being as forthright as she should, walk the path of truth. The truth, applied with sincerity, will tend to engender support for your cause. Always strive to be honest, but weigh the cost of doing so, depending upon the situation in which you negotiate.

2. Know mental strength:
You must know your strengths and weaknesses, along with those of the other negotiator in order to solicit cooperation. Seek to understand the mindset of the other negotiator before attempting to sway her. Understand her true source of motivation and cater to it. Before soliciting her assistance, reveal yourself as a nonthreatening person who only seeks understanding, in order to be understood.

3. Know your target:
Three questions to ask the other negotiator are:

What do you want?
What are you seeking?
How will you know when you’ve received/achieved it?

By asking such questions, you’ll receive her ‘measuring stick’ for that which is important to her. In addressing her needs, you will have an unequivocal mark upon which to aim and to measure the outcome based on what she seeks from the negotiation.

4. Consider begging:
Yes, I said it! If all else fails, when the stakes are high and none of your attempts bear fruit, consider begging to solicit support. With some individuals, such actions are very appealing. Just be mindful of to whom you are begging, because it can also be a turn-off.

5. Speak in the positive:
When communicating, express your positions in the positive. Instead of saying, “I don’t think point A warrants much merit”, say instead, “I prefer point B.” In so doing, you’ll be infusing the conversation with positivity. You’ll also subliminally, plant the thought of being positive as you solicit support.

5.5 Let it go:
Never be afraid of letting go. You won’t be able to convince everyone to see things your way. Some people will never sense the value you possess. In such cases, find others with whom to negotiate. When you negotiate, you should have alternate sources from which to receive what you seek. In addition, by showing that you’re willing to walk away, you can enhance your position.

As you negotiate, if you apply the appropriate strategy to solicit cooperation, in the right manner, and at the right time, in the right place, more often than not, you’ll get the assistance you seek … and everything will be right with the world.

The Negotiation Tips Are …
• Always remember, in a negotiation, timing is everything. Just because someone is not amenable to your offer today does not mean she won’t be agreeable tomorrow. Assess her desirability to connect with you, and time your attempts to solicit her support when the time is best suited for her to do so.
• Consider the size of the emotional stage the other negotiator wishes to stand on and how she wishes to be perceived. If she wants to be recognized as being magnanimous, feed that need in her. By addressing the need that has her highest desire, you can assist her in achieving the emotional feeling she’s seeking and she’ll be more willing to assist you.
• When negotiating, always strive to align your actions to match the outcome you and the other negotiator seek from the negotiation.

If you would like to have Greg Williams, The Master Negotiator as a keynote speaker, trainer, or coach at your company, group, or organization, contact him by sending an e-mail to The Master Negotiator and begin maximization your resources.

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More writing tips

Wednesday, February 10th, 2010

This is the final set of submissions for my writing tips contest.
CD
Another tip is not to forget to write out medical abbreviations in long hand and to include simpler term explanation of complex medical terminology as some documents may be used by legal representatives that do not just deal with medical legal issues.
Deborah Ben-Abu

As for my writing tip I would say “just do it, start somewhere then edit, edit and edit again.” There are so many avenues to write now, I was able to write an article for earticle.com and it was published. Just a starter on advocating for yourself in healthcare but none the less I did it!
Valerie Lane, Springville, CA

I thought I would send my best practice tip “pet peeve”. Do you make sure that you do NOT put apostrophes in abbreviations for multiple tests and/or diagnostic studies? Write EKGs NOT EKG’s, MRIs NOT MRI’s, etc. I see this all the time.
Jane D. Heron, RN, BSN, MBA, Matawan, NJ

Write it and save it. Then in the next day or two, open it back up and read it again. You may see mistakes you did not see the first time. You cannot use this tip if you wait till the last minute to write your report.
Kathie W. Condon, RN, MSN, LNCC, Birmingham, AL

Always try to finish the product so that there is enough time to leave it for a day, or even a few hours, then go back and reread it with fresh eyes. This often allows one to pick up on typos or grammatical errors that one might not pick up on when tired or when one has been working on a piece for a lengthy period of time.
Susan Gunter

When I write using medical terminology or medical words that the computer does not recognize I check for proper spelling and add it to my dictionary for future use. I never assume I wrote the word correctly.
Aileen and Israel ColÒn Jr., Tulsa, OK

My tip for writing is to make sure you send it in a format that the receiver can open. This oversight can delay your report and but more importantly will disappoint the receiver. Customer service is the key. Keep the doors open and send the report in the form they prefer.
Candyce Ross, Tulare, CA

Use action verbs.
Susan B. Priest, MSN, RN, CNS

Join us for a free class on how to stand out as a Legal Nurse Consultant, February 25. See http://www.patiyer.com/lncstandout/index.html

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Tips for Writing by Joan Pate

Wednesday, February 3rd, 2010

I ranCD a contest asking for suggestions for writing. This was the winning entry by Joan Pate.

I often have a “writer’s block” of sorts when I sit down to write a report on a case and have used a couple of techniques I used in a previous life as a Navy Public Affairs Officer. These suggestions helped me enormously when writing news releases, articles for publication, particularly on sensitive issues. They may be helpful to others who experience a similar situation.

Before writing a report, I follow the steps listed below and find my reports are succinct, precise and to the point.

1. Read similar material to the issue(s) in the case. This may be articles from the AAALNC Journal, medical legal references, medical references or clinical journals or research. There’s no prescribed period of time to read, but I find that after reading several articles or chapters, the words I need, flow quickly from my head to paper.

2. Using a 5X8 card, I jot down every thought about the report that comes into my head, placed in random fashion on the card. Such words in a ambulatory clinic case might be: clinic SOC, who’s the supervisor, assess/re-assess, verify med dose/action, fall risk, serial vital signs, old injuries?  If what I wrote doesn’t seem to cover the issue, I go back to reading another article and then add more thoughts to the 5X8 card. These thoughts are collated into similar or like topics or headers.

3. Prepare a general outline for the report, just the way we were taught in school with sections like, I. A. B. C., II. A. B. C. D, etc

4. On a separate piece of paper, list all the players in the report, (with full name, position, title) and important dates/times/locations. Double check this information before proceeding. This list is critical to ensuring accuracy in the report.

5. I generally write my opinion first on whatever issue, I was asked to review, and then fill in the sections of the outline with appropriate data and information.

6. I review the written report at least twice before submitting it, with one review after a good night’s rest.

I hope this is the gist of what you were looking for; it was very helpful to me to write the thoughts down this way, because I realized that I was using tools that were very successful in the past.

Joan M. Pate’, MS, RN, Rio Rancho, New Mexico

Join us for a free class on how to stand out as a Legal Nurse Consultant, February 25. See http://www.patiyer.com/lncstandout/index.html

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The Language Patrol by Pat Iyer

Monday, February 1st, 2010

I grew up in a household where proper use of English was crucial. The dictionary often joined us at meals as we arguedpedestrian over the correct use of a word or phrase. It was common to gleefully pounce on a slip of the tongue. When I was 10-years-old and riding in a car with my family, I saw a sign and announced to my family that we should watch out for Presbyterians. They howled as they passed the sign that said to watch out for pedestrians. No doubt this story would still make them howl. I choose not to remind them. It took too many years for them to forget.

Many of you grew up with your version of a language patrol. The language patrol helped me develop a fine ear for correct word usage, and that has served me well over the years. I have learned a lot of tips by spending 20 years editing other people’s reports, 22 years writing reports and 30 years writing for publication.

Tips for Checking Your Work Product

Attorneys, paralegals, and legal nurse consultants spend a lot of time writing. Consider these tips as you review your work product:

What is the point of my report? Did I make it?

Is my point credible? Did I supply enough information to establish it?

Did I start with the most important points?

Have I been careful not to assume that the reader knows everything I know about the subject? Have I provided sufficient education to the reader?

If I were the reader, what would be going through my mind right now and after I finish the report? What conclusions would I reach?

Have I mastered the facts? Did I omit or overlook any important points?

Was I clear? Is there any way I can improve the flow or organization of the report?

Did I avoid using passive voice?

Was I too wordy?

Did I ramble?

Did I spell the recipient’s name correctly?

Did I spell other names correctly?

Are my dates correct?

Did I use headers and autonumber each page except the first?

Did I correctly use either block, indented or modified block style in a letter?

Have I been consistent? For example, did I use all numbers for dates or spell out all months?

Is the format of my document consistent in terms of headers, justification, and spacing?

Did I use only one space after an ending punctuation mark and eliminate extra spaces with search and replace?

Did I correctly use singular and plural and possessive words?

Do the sentences flow smoothly, or are they disjointed, run-on, and unorganized?

Are all of my sentences set up with parallel structure?

Are all my sentences complete or did I leave out a subject or verb?

Did I vary sentence structure?

Was I repetitive?

Can I be more precise?

Can I eliminate any words without losing substance?

Are my paragraphs varying in length?

Did I spell and grammar check my document?

Did I read my work product out loud? Did I have to stop to take a breath as I read a long sentence? If so, did I edit the sentence or divide it into two?

Did I include both pairs of items, such as parentheses and quotation marks?

Have I proofread the report, noting my habitual mistakes and words that have been skipped over by the spell checker?

Have I checked my punctuation? Has someone else with a good grasp of writing reviewed my report?

Do you have any tips to share? Send us a comment. Learn more about how to improve writing skills by attending a free teleseminar on 2/25/10. http://www.patiyer.com/lncstandout/index.html for details.

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Managing Change and Uncertainty supplied by Natalie Gahrmann

Wednesday, January 20th, 2010

Change is inevitable – after all, nothing really stays the same. But in today’s challenging times, it seems like we’re on “uncertainty” overload, never knowing what will happen from one moment to the next. Here today, gone tomorrow – or, at the least, very different tomorrow. Uncertainty bring stress and confusion, and while most of us would be quick to say that we want less stress and more certainty in our lives, what we really want is less of a stress reaction to what life is throwing our way.

We can’t choose what happens to us – but we can choose our responses to the situations we encounter. Let’s take a look at five different responses that people have to stressful situations. As you read through stress headachethese five responses, you may want to think of a recent stressful event or news that you may have received, and see what your reaction to that event can teach you about how you habitually respond. You may have one type of response at work, and another at home, or you may react differently depending on who else is involved.

The first, and unfortunately all too common response to stressful events is to suffer and be a victim to it. People who respond this way don’t take action. Things happen TO them – and though they may complain and be generally miserable about it, they don’t take any steps to do anything. They allow life to control them, instead of the other way around. This way of responding is certainly not recommended, and eventually, it will take its toll on one’s physical and mental health.

The second type of response is to accept it the situation, and to get some perspective on it. Someone with this response may say “so what,” or perhaps get some perspective on the situation by asking if it will it matter in a year – or a week – or even in a day.

The third way to respond is to actually take steps to change the situation – taking action to bring it to resolution (or at least move toward resolution). This is a very powerful response, and one that many effective leaders employ.

The fourth way to respond is to avoid the situation. People responding this way make a decision not to get involved in a situation that they don’t see as concerning them, or upon which they can’t make an impact. For example, someone may choose not to get involved in a dispute going on within their office if it doesn’t directly involve them.

The fifth and final way that people generally respond to stress is to alter the experience of the situation. When we look at a situation differently, the experience itself changes. Changing perceptions is probably the most challenging of the responses, because we tend to be stuck in our own interpretations and assumptions about what’s happening, but it is also perhaps the most powerful of all.

It’s your world, and you can create it as you wish. Remember, what one person sees as stressful, another person barely notices, or sees as exciting and full of opportunity. How are you going to choose today?

(This was excerpted with permission from the E Factor Newsletter January 2009 – “Handling what life throws your way” © 2009 iPEC Coaching)

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A Model for Understanding Product Development by Pat Iyer

Wednesday, January 13th, 2010

What is the risky way to expand a business?

What is the risky way to expand a business?

How do you determine if you should expand the services of your company? Should your law firm branch into another area? Should your legal nurse consulting firm start offering a new service? Which expansions are high risk? When should you make the change?

Norman Levy, a consultant, presented a model at the National Speakers Association Convention in August 2009 that made a lot of sense to me. These are four choices:

1. Provide more products and services to your existing customers.
2. Provide your existing products and services to a new market.
3. Develop new products and services for an existing market.
4. Provide new products and services to a new market.

Generally the lowest risk choice is #1, and the highest risk choice is #4. Conventional wisdom states that #1 is least risky because of the relationship you have with your current clients, who know and trust you. Med League started 21 years ago by supplying nursing expert witnesses, and added medical summaries, screening for medical malpractice, literature searches, attendance at IMEs, preparing of demonstrative evidence, and so on to our existing clients. These are #1 activities: more products and services to our existing clients.

Occasionally I teach (existing service) nurses who are being disciplined by the Board of Nursing, an example of a new market, a #2 activity.

When we started providing teleseminars for attorneys and legal nurse consultants in the fall of 2008, we branched into a #3 activity: new services for an existing market. We are about to launch a new service of a different nature to our existing market.

Although providing more services to existing client should be least risky, sometimes radical changes in the market place require businesses to shift the focus. For example, we used to have a lot more motor vehicle accident lawsuits before changes in the law toughened the criteria for filing suit. Many attorneys shifted their focus to new areas of law to compensate for the changes.

What’s clear if that you can’t stand still and be complacent. Look at where you are, what the market needs and what you need to change to move ahead.

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No Sale Left Unturned: Clean Up At Trade Shows by Guest Author Caryn Kopp

Monday, January 4th, 2010

follow up after trade shows is crucial

follow up after trade shows is crucial

Over the last year I’ve heard several stories about lost sales opportunities. Many occurred as a direct result of post-trade show oversights that could have been avoided. It happens too often. Join me by shaking your head as you read the story below. Then, vow to follow the strategies provided so you can clean up on trade show sales opportunities!

A company I know sent 3 people to a trade show in January ’09. All 3 people flew, stayed 3 nights, went to nice meals and entertained prospective clients. They uncovered several high volume prospect opportunities, one of which included a large potential program with Disney (you do the math). Upon their return to the office they were faced with the typical backlog of work, urgent client requests and calls which needed to be returned…yesterday. Digging out from under took priority over follow up. You can guess what happened. The first follow up…a group of letters (snail mail)… went out in April (3 months later). The second follow up, a group of phone calls occurred in July. The conversation with the Disney decision maker went like this:

Decision Maker: Oh, I do remember you. Too bad we didn’t connect sooner. We decided to move forward with the program. We chose a vendor and are finalizing the contract now. We plan to roll out within the next 6 weeks.
Salesperson (also now known as Sad Person): There are many benefits we provide, we would still appreciate the opportunity to come in and talk with you. Can we set a time for that?
Decision Maker: I’m sorry but as I said we are finalizing the contract now. I’ll call you if something changes.

You may think following up is obvious. You may think this story is a fluke. But the reality is this occurs commonly enough that I had a hard time choosing which story like this to include in this blog post. Future posts will explain how this can be avoided.

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