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From the blog...

Your Biggest Whale

I presented a workshop last week to a group of owners of small to mid size marketing/advertising/PR firms.  Their biggest business development lament was whale ...

Can you define your ideal customer?

The first phase in The Whale Hunters Process is Know the Whale. It seems so obvious that a company would know the characteristics of customers ...

Harpooning Whales with an RFP

Despite the risks, a lot of business is awarded through the RFP process—business that you may want from whales that are ideal for you. So, ...

Grow Your Business

What are your business growth strategies? You can attempt to grow above your market’s rate of growth in four ways:  enter a new market with your ...

Whale Hunting Practice #15: Progressive Disclosure

I wrote yesterday that your early meetings with the Buyers should be all about them and what you need to learn.  But the more you ...

Revive the Spirit in Entrepreneurial Spirit

Let’s talk about being hungry. You want this. You want to be successful. Grow your company. Close that deal. Are you motivated? Yes. Inspired? If ...