What cautions do you advise?
Don’t assume corporate clients have
big budgets and deep pockets. We
were just as concerned about staying
on budget and saving money as
Don’t revise my RFP. I can’t
tell you how many people read the
RFP, which clearly states our objective,
and instead of showing how they
could deliver, they thought they could
read between the lines, diagnose a
deeper issue and expand the scope of
Don’t latch onto a manager within
the company and think that you are
“in.” HR might not be your first or
best point of entry, but odds are you
will have to go through them eventually. And when you do, treat them the
same way you treat the manager who
is championing you.
The best thing speakers
or trainers can do is
show experience, and ask
about our interest in their
topic or area of expertise.
Any words of encouragement?
Your best sales tool is to be
memorable in a positive way, so
that when the opportunity arises,
you are the first person that the
decision maker thinks of. When I
don’t have someone in mind, I usually
call a counterpart at another company
or association and ask, “Who do you
use or know for [fill in the blank]
topic?” Stay in touch with your clients
via e-mails, phone calls and letters.
Del Black, founder of Deep Roots Consulting, works with leaders and teams in corporate and nonprofit environments who want to produce significant results through effective collaboration.
Her 25 years of experience includes leadership development, training and coaching for
Boeing, Raytheon, Hughes Aircraft and
Fluor-Daniel. For more information, visit
Terri Langhans, CSP, is COE (Chief of Everything) at Blah Blah Blah, her speaking and consulting business for people who want to make their
message stand out, get better results and be
anything but boring. For more information,
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