Posts Tagged ‘business development’

Horizontal or vertical?

During coaching or mentoring sessions with recruitment company owners and managers, I am often asked for my views on growth strategies. Clients are interested to know whether it is better to grow horizontally (ie add a new discipline or niche) or vertically (ie build greater depth in their current discipline or niche).      …

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The unsexy,old-fashioned, boring call cycle

In the past month I have bought a case of wine, 6 printer cartridges and had my car serviced. Nothing unusual about that you might think, and you’d be right.   The common denominator of these purchases was that each purchase decision was triggered by a telemarketing call. Not just any old telemarketing call but…

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Who are your best prospects: SMEs or The Big End of Town?

Two weeks ago, Big 4 professional services firm, PriceWaterhouseCoopers (PWC) released the April 2010 issue of their twice-yearly Private Business Barometer (PBB).     For this edition, 751 owners or executives of Australian private companies, with an annual turnover of between $10 million and $100 million, participated in a telephone survey to answer questions about…

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Why PSAs suck

One of the more humiliating recent events within the recruitment industry was Chandler Macleod’s withdrawal from the $400 million Australian Defence Force recruitment contract it had won from incumbent provider, Manpower.     At the time of the contract win in July 2008, Stephen Cartwright, the CEO at that time of Chandler Macleod, described it…

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The Madness of Senator Conroy

Sometimes dumb ideas are so obviously dumb you would think that it would be impossible for people to act on them. But try this word association game with me; Tiger Woods-Las Vegas, Tom Cruise-Oprah’s couch, John Howard-Work Choices and Barnaby Joyce-Shadow Finance Minister. See what I mean?       Well, looming we have a…

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