6th June 2011

#PRACEXPLOSION Quick Growth Tip #16: When they’ve bought, keep selling

I bought a new pair of trainers this weekend. That's not the interesting thing of course. What is interesting is what happened when I went to pay.
7th September 2010

#PRACEXPLOSION Quick Growth Tip #11: Just because you’ve sold to them once…

One of my first ever assignments when I set up in business as a growth strategist was to help a 12-man coaching and consulting firm get back on their feet. They'd gone from £1.5m turnover to £500k and it was painful. So I went in, asked a few questions, and asked why they weren't going back to any of their past clients. Their response flummoxed me: "if we've done our job right, then they shouldn't need us again."