DIGITAL OUTREACH HAS EMERGED AS THE TOP CHANNEL TO DELIVER AGAINST TODAY'S LEADERSHIP EXPECTATIONS.
With engaging content, your digital sales force picks up speed. But blogs, tweets and even alerts are more often chatter than content. Brand position is why buyers should care. But brand expression demands buyers take notice. Thought leadership is the mind of the firm made public, explaining why they should choose you.
IT'S NOT ABOUT YOU
New hires, new offices, new stuff about you may be relevant to the client but, you know what? Most of the time, it really isn’t. What research has told us for years is clients want ideas, ideas, ideas.
TEACH, DON'T SELL
As we unpacked the buyer’s decision-making process in our groundbreaking 1994 research on Finding and Choosing Professional Services, we learned—and have subsequently confirmed—that expertise is the #1 criteria for hire.