Category Archives: Business

The Monday Morning Huddle

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Did you know that in the NFL, the huddle that used to be the fixture of football is being used less and less? The game is moving so fast that no-huddle offense is becoming more of the norm.

In order to stay a step ahead of the defense, teams choose to move right into beginning the play. Yes, the players still communicate on the field, but it is through hand signals and code words.

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Why You Need to Be Different Rather than Better than Your Competition

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Explaining the reasons why you’re “better” than your competition seems logical. However, it’s not always effective.

If someone asks why they should do business with you as opposed to the firm across the street, often you begin to give them your list of “betters.” You provide them with assurances that you have things like better communication, better services, better products, better affiliates that you work with, etc. The problem with inferring “better” is that the consumer doesn’t actually believe it.

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What is your recruiting value proposition?

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If you are interested in hiring employees, recruiting advisors, or developing a succession plan for your firm, how important is a compelling value proposition?

We know that a value proposition is important when attracting prospects. But perhaps just as important for the longevity and profitability of a business is a value proposition that attracts the right internal team who become the face and engine of the firm.

Do you have a strong value proposition for why people should join your team?

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Marketing Innovation and Free Thinking Marketing

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This summer I taught an intensive marketing class at Columbia University where the students were required to create a business idea and then design an integrated marketing campaign to promote it. At the end of the course, each group competed to see who had the most compelling marketing campaign to attract new business.

The students were surprisingly quick to write compelling messaging, design ads, create videos, prepare brochures, write sales scripting, design a website and develop social media profiles.

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Your Story Makes You Valuable

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Why is it that one firm can charge more for the same services? Likely they have a better presentation of value that they are sharing and that others are sharing for them. The presentation you make about your value is the key factor to being able to command the fee you believe you are worth.

Will someone know what you are worth if they don’t know your story? Several years ago a renowned artist who has sold individual pieces for hundreds of thousands of dollars including one piece for $1.8 million,

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