"We are on a roll. It seems like the more we design the more clients take notice, the more work seems to come our way. I wish there was a way to bottle this success and keep it going forever!"
It's like a flywheel that seems to spin by itself. To maintain momentum, that constant spinning has to be fed small bits of new energy regularly or it slows and threatens to stop. For professionals, those small bits of energy come in the form of your business development activities supported by strategically planned marketing elements.
For the recently formed firms still operating with strong momentum and a good dose of adrenalin, it can seem taxing to begin a program of BD and Marketing that seem to take away from the busy, heady times and the pleasure of your successes. But it's a growth experience. Just a little more time juggling on your part, perhaps some help from your young staff which will serve both you and them greatly.
For the 5-8 year firms who have somewhat mastered the art but don't feel they are getting value for the time spent, you may need to ramp up activities but in a more targeted manner. Feeding the BD flywheel has to be done often but with planning it can be worked into a typical business day limiting after hours activities to only once or twice a month. The idea is to attend the events that matter most and build a set of marketing tools that can take your place in your absence. More advanced firms could also benefit from engaging younger staff as well.
I have ideas that could work for firms in various stages of growth and momentum and with unique time and staff situations. I want to work with you to develop a personalized plan. You may benefit from a staff training program. A great way to start is for us to spend an hour together at your office and discuss over coffee. Keep spinning and give me a call.
William M. Burwell is a retired Architect and Interior Designer whose career focused on corporate interior architecture in sole proprietorships, and partnerships from 9 to 120 staff. Bill retired in 2014 and began Burwell Consulting providing Business Development and Marketing Guidance and to share the wisdom and experience of those 45 years. Bill writes articles sharing his experience in keystone practice areas: Entrepreneurship, Business Development and Marketing. He graduated from the University of Houston College of Architecture in 1971 and now serves the College on the Dean's Leadership Council. Check him out at www.burwell-consulting.com .