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From the Horse's Mouth


Several months ago, I attended a networking breakfast where I had the pleasure of sitting next to the executive director of a non-profit who also happened to be a Catholic nun. I’ll call her Sister Elizabeth. She was a lovely woman, and quite savvy in her approach to business development. In fact, during the requisite[…]

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Here’s a peek into the minds of those “next in line”.   Recently, I conducted a poll to gauge what ambitious employees between 21-40 feel they need to support their efforts to become impactful leaders. The average professional tenure of the poll participants was between 6-15 years and some of the sectors represented were non-profits,[…]

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Growing smart is all about fishing. To land the most fish we must first understand the difference between SELLING, BUSINESS DEVELOPMENT and MARKETING. These terms are commonly used interchangeably, but actually represent very different things. SELLING: Traditional sales models are based on a transactional approach. You bait the hook, cast the line, wait, maybe say a prayer[…]

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Recently I was in Washington, D.C. to meet with an attorney at a prominent national firm. When I stepped off the elevator I felt as though I was in a pristine contemporary art museum. I entered an enormous lobby that was probably about 5,000 square feet. The only thing occupying the space was a small receptionist’s desk and an[…]

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How much has your organization spent on business development/marketing/growth initiatives so far this year? a) Huh? I dunno… b) Too much! c) Probably about…umm…maybe $50,000. No, maybe $75,000. Wait, lemme think… d) We don’t track these expenses, we just spend as we need to. If any of these responses sound familiar (don’t worry, no one is judging) it’s time[…]

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