Wed.Nov 14, 2018

Think Like A Prospect

Kai Davis

Stop thinking like an expert. Don’t show off to your prospects. Prospects have their own problems. Focus on those problems. You want to be writing, talking, publishing, sharing, and answering questions about the problems your prospects are facing. Prospects care about solving their problems. If you want to help your prospects solve their problems, then you want to deeply understand two things: The problem they’re facing. Their hopes, fears, and dreams.

How to Grow Existing Accounts Faster

LSA Global

Grow Existing Accounts Faster. If you want to increase revenue, go first to your existing customers. According to research by Bain & Company, retaining current customers is almost 7 times less costly than acquiring new ones and repeat customers spend 67% more on average than new customers.

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“It’s One Of My Favorite Places To Visit During The Work Week…”

Kai Davis

Here’s what Bryan Strawser, Principal & CEO, of Bryghtpath, has to say about Freelance Camp ([link] my community for freelancers and consultants: I was concerned that perhaps I didn’t have the experience or approach as a freelancer to participate and add value in the forum. I’m a little different than many others in Freelance Camp in that I’m running a small-sized “boutique” firm. It turned out that my hesitation was completely unwarranted.

How Managers Can Make Better Decisions

LSA Global

Managers Can Make Better Decisions. One of the most important, and yet one of the most challenging skills for new managers , is the ability to make effective decisions.

Convincing CEOs to Make Harassment Prevention a Priority

Harvard Business

Caspar Benson/Getty Images. It has been a year since the #MeToo movement went viral. Since then, the Equal Employment Opportunity Commission (EEOC) has experienced a 13.6% increase in the number of sexual harassment charges it has received.

One by one, the urgent goes away

Seth Godin Blog

Those emergencies from a year ago (and a month ago), they’re gone. Either they were solved, or they became things to live with. But emergencies don’t last. They fade. Knowing that, knowing that you will outlast them, every single one of them, does it make it easier to see the problem, not the panic

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How Our Careers Affect Our Children

Harvard Business

Mark Edward Harris/Getty Images. What working parent hasn’t felt guilty about missing soccer games and piano recitals? When there are last-minute schedule changes at work or required travel to a client site, it’s normal to worry that you’re somehow permanently scarring your little one. But how does our work affect our children’s lives?

Research: Whistleblowers Are a Sign of Healthy Companies

Harvard Business

Barbara Chase/Getty Images. Some of the worst corporate disasters of the past two decades were heralded by whistleblowers: Sherron Watkins raised the red flag internally at Enron, Cynthia Cooper let management know of major accounting problems at WorldCom, and Matthew Lee brought problems to his management team at Lehman Brothers. The whistleblowers weren’t able to halt their companies’ declines and—in some cases—faced punishment for calling attention to internal misdeeds.

Uber Prepares to Go Public, and China’s Social Credit System

Harvard Business

Youngme Moon, Mihir Desai, and Felix Oberholzer-Gee discuss how much Uber is worth as it prepares to go public, before debating China’s controversial Social Credit system. They also share their After Hours picks for the week. Download this podcast. You can email your comments and ideas for future episodes to: harvardafterhours@gmail.com. HBR Presents is a network of podcasts curated by HBR editors, bringing you the best business ideas from the leading minds in management.