Most traditional business development efforts include “prospecting” and "go/no go" stages.  While many professional services firms may call these stages different names, there are always activities to (1) discover a new lead, (2) speculate as to the level of interest during the pursuit, and (3) determine the viability of the lead (go/no go). Below are sample prospecting and go/no go stage workflows for reference.

Are you ready to be in film?

No matter how you answer this question, you cannot deny that the silver screen is a channel for storytelling and engaging audiences.  The film is a powerful medium for making a human connection.  What are you waiting for?  This post offers four reasons to incorporate video into your professional services content marketing strategy and quit being shy! 

It is time to begin a business development and content marketing playbook. Start the playbook by conceptualizing a rich media experience that spotlights your talent and captures the compelling project story. Blend content and media goals and objectives into an engaging website experience that offers project storytelling.  Let’s realize your vision to nurture relationships interested in working with your talent. 

TO GO OR NO GO ?

Pursuing viable project leads can be like finding a needle in a haystack. The economic recession continues to impact the A/E/C industry greatly.  Tracking and targeting viable leads takes a lot of work.  Efforts go through a series of starts and stop. Rather than spending long hours attempting to stay in front of pursuits that may go on hold, think about transforming your website into a lead nurturing tool that enables you to stay in front of your leads while improving your time and money investment on pursuits.

According to Forrester Research, companies that practice leading nurturing generate 50% more sales-ready leads at a 33% lower cost. Loopfuse reports in a Marketing Automation Study that only 49% of marketers practice leads nurturing tools.