Sept. 20, 2010 05:11

From the Publisher

In these troubled economic times, it seems as though everyone is scrambling to get what little business is out there. So, what about you? What are you doing to generate business?

If you’re just doing what you’ve done in the past, maybe you ought to rethink your position. It is my feeling that we can no longer do business the way we did even two years ago. The markets have shifted, the paradigms have changed, and we have to change with them if we’re going to make it into the next half of the decade.

Whether you work in the private sector or the public sector, I believe that marketing your company is going to play a major role in the future. I also believe that with each bid proposal you receive, you’re going to have to learn how to creatively market it. But before we even get to that point, how about marketing your company to be in a position to receive even more proposals?

I believe that developing a close, friendly business relationship with your clients might help to ease the way. By having a closer business relationship, you’re able to converse more readily. As this relationship develops, the client will gain more confidence in you and is more apt to listen to you. It is here that you might be able to walk him through the solution as well as the problem.

Never forget that this is a business relationship. You must remain competitive, but if all things are equal, you may get the nod because of the relationship.

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