Comments for BusinessDevelopments!(tm) http://bdprofessional.wordpress.com A Discussion of Large-Account Sales, Business Development, Start-ups, and Whatever Else Crosses My Keypad Wed, 08 Apr 2009 17:40:31 +0000 http://wordpress.com/ hourly 1 Comment on About Me by Jonathan Gilliam http://bdprofessional.wordpress.com/about/#comment-23 Jonathan Gilliam Wed, 08 Apr 2009 17:40:31 +0000 #comment-23 Mark, thanks for the kind words. Things are good, it's a good market for interim solutions these days. See you round the blogosphere... jg Mark, thanks for the kind words. Things are good, it’s a good market for interim solutions these days. See you round the blogosphere…
jg

]]> Comment on About Me by The Closer http://bdprofessional.wordpress.com/about/#comment-22 The Closer Wed, 08 Apr 2009 15:33:50 +0000 #comment-22 Hi Jonathan, Really like your blog - there is some genuine business inisght rather than just repeddling worn and dated selling concepts. How is the interim sales management business in the current economy? The Closer www.iloveclosing.com Hi Jonathan,

Really like your blog – there is some genuine business inisght rather than just repeddling worn and dated selling concepts.

How is the interim sales management business in the current economy?

The Closer
http://www.iloveclosing.com

]]> Comment on Austin start-ups: highly efficient or just cheap? by cbesondy http://bdprofessional.wordpress.com/2009/03/10/austin-start-ups-highly-efficient-or-just-cheap/#comment-20 cbesondy Mon, 23 Mar 2009 18:50:06 +0000 http://bdprofessional.wordpress.com/?p=397#comment-20 Very interesting and disheartening to see in the Fast Company 50 most innovative organizations that only two were headquartered in the state of Texas. Two. Both were in Austin. SxSW and Whole Foods. I'll let the readers decide if there is a correlation between Jonathan's insightful post and this lack of innovation (or at least the lack of national visibility). Perhaps if more companies invested more wisely in marketing they would have caught the eye of Fast Company editors. Very interesting and disheartening to see in the Fast Company 50 most innovative organizations that only two were headquartered in the state of Texas. Two.

Both were in Austin. SxSW and Whole Foods.

I’ll let the readers decide if there is a correlation between Jonathan’s insightful post and this lack of innovation (or at least the lack of national visibility). Perhaps if more companies invested more wisely in marketing they would have caught the eye of Fast Company editors.

]]> Comment on Austin start-ups: highly efficient or just cheap? by Jonathan Gilliam http://bdprofessional.wordpress.com/2009/03/10/austin-start-ups-highly-efficient-or-just-cheap/#comment-19 Jonathan Gilliam Sat, 14 Mar 2009 01:11:17 +0000 http://bdprofessional.wordpress.com/?p=397#comment-19 Also, I should mention that this post is meant to describe companies who have already built a real business and are skimping, even though they can afford to invest. It was not meant to apply to seed stage, bootstrapped companies. Bootstrappers are smart to barter services and trade leads and referrals in lieu of cash, as both sides can benefit from the relationship and grow together. Also, I should mention that this post is meant to describe companies who have already built a real business and are skimping, even though they can afford to invest. It was not meant to apply to seed stage, bootstrapped companies. Bootstrappers are smart to barter services and trade leads and referrals in lieu of cash, as both sides can benefit from the relationship and grow together.

]]> Comment on Austin start-ups: highly efficient or just cheap? by Jonathan Gilliam http://bdprofessional.wordpress.com/2009/03/10/austin-start-ups-highly-efficient-or-just-cheap/#comment-18 Jonathan Gilliam Fri, 13 Mar 2009 21:36:26 +0000 http://bdprofessional.wordpress.com/?p=397#comment-18 Wow. Great thesis about the culture of he technical mindset of "build it they will come" being a culprit. Hadn't thought of that at all. Until now I have been under the impression that was so 90's, but when you think about it it's still prevalent. thanks for the comment! Wow. Great thesis about the culture of he technical mindset of “build it they will come” being a culprit. Hadn’t thought of that at all. Until now I have been under the impression that was so 90’s, but when you think about it it’s still prevalent. thanks for the comment!

]]> Comment on Austin start-ups: highly efficient or just cheap? by amandafinch http://bdprofessional.wordpress.com/2009/03/10/austin-start-ups-highly-efficient-or-just-cheap/#comment-17 amandafinch Fri, 13 Mar 2009 19:53:32 +0000 http://bdprofessional.wordpress.com/?p=397#comment-17 Yes, a big part of the problem is that we have so many consultants in Austin. Many are just starting out, trying to get referenceable or "marquee" accounts by doing work pro bono or dirt cheap. This may be a necessary evil for the individual consultant. Still, it has a commoditizing effect at best, and causes companies to "devalue" expert advice and services at worst. I agree that--as a result--"penny wise and pound foolish" companies can incur opportunity costs. May I highlight a particular point made here? It is very true that some Austin companies find it almost impossible to estimate (or even think in terms of) opportunities. Risk? Got it nailed. Cost? Ditto. But... Opportunity? Size of a potential market? Benefit of removing barriers to sales? Ask the company for their estimates and you may well get vague (or no) answers. All too often when a consultant provides that same company with answers to the opportunity questions, the immune system of the company simply rejects it. This is often the case with technology-centric startups, where the culture supports a "build it and the market will come" belief. Not all Austin startups fit this mold, but I do see it quite often. Yes, a big part of the problem is that we have so many consultants in Austin. Many are just starting out, trying to get referenceable or “marquee” accounts by doing work pro bono or dirt cheap. This may be a necessary evil for the individual consultant. Still, it has a commoditizing effect at best, and causes companies to “devalue” expert advice and services at worst.

I agree that–as a result–”penny wise and pound foolish” companies can incur opportunity costs.

May I highlight a particular point made here? It is very true that some Austin companies find it almost impossible to estimate (or even think in terms of) opportunities. Risk? Got it nailed. Cost? Ditto. But… Opportunity? Size of a potential market? Benefit of removing barriers to sales? Ask the company for their estimates and you may well get vague (or no) answers.

All too often when a consultant provides that same company with answers to the opportunity questions, the immune system of the company simply rejects it. This is often the case with technology-centric startups, where the culture supports a “build it and the market will come” belief.

Not all Austin startups fit this mold, but I do see it quite often.

]]> Comment on Please come fire all my salespeople! by Got an Interactive Marketing Strategy, or Just a Web Site? : The Executive Marketing Blog http://bdprofessional.wordpress.com/2008/09/04/please-come-fire-all-my-salespeople/#comment-16 Got an Interactive Marketing Strategy, or Just a Web Site? : The Executive Marketing Blog Fri, 20 Feb 2009 08:07:52 +0000 http://bdprofessional.wordpress.com/?p=102#comment-16 [...] market and sell to match. Methods of reaching customers are changing radically (see my post ”Please Come Fire All My Salespeople“). A comprehensive digital marketing strategy is essential for our always-on connected [...] [...] market and sell to match. Methods of reaching customers are changing radically (see my post ”Please Come Fire All My Salespeople“). A comprehensive digital marketing strategy is essential for our always-on connected [...]

]]> Comment on Please come fire all my salespeople! by The Executive Sales Blog - Got an Interactive Strategy, or Just a Web Site? http://bdprofessional.wordpress.com/2008/09/04/please-come-fire-all-my-salespeople/#comment-15 The Executive Sales Blog - Got an Interactive Strategy, or Just a Web Site? Fri, 20 Feb 2009 07:50:55 +0000 http://bdprofessional.wordpress.com/?p=102#comment-15 [...] market and sell to match. Methods of reaching customers are changing radically (see my post ”Please  Come Fire All My Salespeople“). A comprehensive digital marketing strategy is essential for our always-on connected [...] [...] market and sell to match. Methods of reaching customers are changing radically (see my post ”Please  Come Fire All My Salespeople“). A comprehensive digital marketing strategy is essential for our always-on connected [...]

]]> Comment on 3 Top Questions For Good Business Karma by Give the Gift of Truly Caring About Your Customers « BusinessDevelopments!(tm) http://bdprofessional.wordpress.com/2008/10/20/3-top-questions-for-good-business-karma/#comment-14 Give the Gift of Truly Caring About Your Customers « BusinessDevelopments!(tm) Tue, 23 Dec 2008 17:46:22 +0000 http://bdprofessional.wordpress.com/?p=194#comment-14 [...] their co-workers and employers, you end up doing better yourself. Similar in concept to my recent post on “Business Karma”, really caring for your customers pays dividends beyond the [...] [...] their co-workers and employers, you end up doing better yourself. Similar in concept to my recent post on “Business Karma”, really caring for your customers pays dividends beyond the [...]

]]> Comment on Thanks for Not Applying, It Was Nice Not Knowing You by imfla2005 http://bdprofessional.wordpress.com/2008/08/29/thanks-for-not-applying-it-was-nice-not-knowing-you/#comment-5 imfla2005 Fri, 19 Sep 2008 15:52:37 +0000 http://bdprofessional.wordpress.com/?p=38#comment-5 I could not agree more. When my wife was getting her PhD, she did a lot of research into the multitude of personality assessments and I took most of them as a result. The results were fairly consistent and I agree that the assessments are good indicators of personality type. However, that is where the usefulness ends. My argument against these has always been that the usefulness of a personality test is limited to its ability to categorize someone. Take the Myers-Briggs, which predicts 16 personality types, as an example. I am an ENTJ, but more importantly I am a hard worker, great at my job and a consistent top performer. The former and the latter are not necessarily connected, because if they were then the other 15 million ENTJ's in the US (including vagrants and felons) would be equally successful. Assessments can tell you if a person is quiet, aggressive, detail oriented, or maybe even lazy. What they will not do is tell you if that person will be good at their job. I could not agree more. When my wife was getting her PhD, she did a lot of research into the multitude of personality assessments and I took most of them as a result. The results were fairly consistent and I agree that the assessments are good indicators of personality type. However, that is where the usefulness ends.

My argument against these has always been that the usefulness of a personality test is limited to its ability to categorize someone. Take the Myers-Briggs, which predicts 16 personality types, as an example. I am an ENTJ, but more importantly I am a hard worker, great at my job and a consistent top performer. The former and the latter are not necessarily connected, because if they were then the other 15 million ENTJ’s in the US (including vagrants and felons) would be equally successful.
Assessments can tell you if a person is quiet, aggressive, detail oriented, or maybe even lazy. What they will not do is tell you if that person will be good at their job.

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