By Kevin Cray
The #1 goal of most salespeople is to get The Big Meeting scheduled with key decision makers. Guaranteed, that securing “the” meeting is the first thing on any to-do list of a typical sales team when evaluating a new prospect. But, is there a more effective process that achieves better results? What should be done before that first meeting? Then, once you have secured the meeting, what are you going to talk about that will make an impact producing profitable results?
By Kevin Cray
In my everyday life, I sit in on some very high level meetings. One observation I have made is a lot of firms, no matter which market segments you play in, don’t know how to strategically pick the clients that will best be served by their services…
By Kevin Cray
Everyone knows that social media use is booming right now, but how do you know whether you are spending your time wisely and producing provocative information that people actually pay attention to? We have found 2 amazing companies that have created tools (that are free as well) to help you measure the value of your brand in social media: HootSuite and Klout…
By Kevin Cray
On April 3, 2012 the Wayne O’Neill and Associates’ custom software received a pivotal upgrade that integrates Box.com with the WOA Dashboard. This will allow our clients to be able to view client intelligence documents that the WOA team has gathered over time that support the way we think. The documents that will be integrated will enhance a big part of our process, which is managing business and political issues of your target clients…
By Kevin Cray
Our clients are always asking us how we seem to know so much information. The answer is quite simple…we like to read…A LOT! Managing all of this intelligence was difficult until we jumped into “the cloud”. We are always coming across newspaper and magazine articles that provide information on specific client targets, market segments and insights into “thinking outside the box.”
Here are a few things we look for while reading:
• What specific problems are being faced in the industry? How can they be avoided or solved?
• What are the best in class companies doing to differentiate themselves from their competitors?
One tool we use to manage all this information is ….
By Kevin Cray
Do you remember participating in the best meeting of your life, but once everyone left the room, it was as if nothing ever happened? One of the biggest commonalities that we see happening in the marketplace is lack of follow up after meetings. The most successful meetings in business development are the ones that have action items when all is said and done…
By Kevin Cray
Qualities to Look for in “Friends” Do you remember your best friend in high school that swore they would never tell your deepest secret, only to turn around and tell someone else five minutes later? Not only did they tell one person, but by the end of the day, the whole school knew about it. […]
By Kevin Cray
On Tuesday January 17th, Wayne O’Neill and Associates facilitated a project delivery partner session related to higher education institutions in the Southeastern US. The main topic of discussion was how to leverage facilities and asset management to help solve difficult issues in the higher education market. In attendance were some big players in the higher […]
By Kevin Cray
Wayne O’Neill teaches a series of classes at the University of Houston Construction Management Program at the junior and senior level. The classes are part of the School of Technology and co taught with Professor Lana Coble. The intent is to enable students graduating with a construction management degree to more quickly impact the respective […]
By Kevin Cray
October 14, 2011–Service Providers are looking for ways to collaborate more effectively in order to develop creative solutions that meet the needs of today’s most competitive owner institutions. Last week at our exclusive, invite-only Project Delivery Partner (PDP) Session the Wayne O’Neill & Associates team facilitated a discussion around the most pressing business and political […]
