Our colleague, Scott Cytron, and I recently were trading stories about trade show experiences. Scott comes from a different circle of shows than I do, but his experiences are very similar. He came up with this report talking about the four types of trade show reps: “I’ve told this story quite a few times over […]
Report from the Field: Observations on Four Types of Booth Staff Read More »
It’s part of good relationship management: retaining that important client. I had a couple of lessons this week that helped me understand this concept. Statistics show that it costs more to gain a new client that it does to retain a client. Plus the longer you have a client, the better you understand their business,
Relationship Management: Retaining a Client Read More »
After a day doing jury duty, I realized I learned a lot from the experience. Going to court to serve on a jury of somebody’s peers (even if only was traffic court) drove home these points: Patience and persistence are required Listening is important Multitasking is a key skill to have Being patient when you
Lessons from Court Read More »
The differentiator for so many businesses these days isn’t your product, it is the service presenting and supporting it. We see it time and again in many industries from automobiles to restaurants to consumer products. But it really works in baseball. The Texas Rangers use a simple four-point formula for their entire staff on a
Four Pillars of Customer Service from a Baseball Team Read More »
Our colleague, Peggy Keene of Esterline Corporation, was at this year’s Farnborough Air Show in the UK this past two weeks. She filed this report for us to paint a picture of what is happening on the international trade show scene: In more than 25 years’ work experience, I’ve never seen more austere times. Nobody
Report from the Field, Farnborough 2010: To Chalet or Not To Chalet Read More »
A friend recently returned from an interview without a very positive experience. It seems the interviewer forgot something important. A candidate is also a customer. And so is everyone connected with that candidate. When you speak or connect with a source (candidate or whomever) you are talking to their network and the network of everyone
Who’s interviewing who? Read More »
Do you know where your exhibit is placed in the hall of your next trade show? As the real estate folks always say: location, location, location. Where you are in the hall impacts just about everything concerning the set up and configuration of your booth: Whether you can have a hanging sign (if you have
Location, location, location Read More »
“You never know who you will work with or for.” “Be careful–the before you burn that bridge be sure you aren’t standing on it.” You’ve heard them all. And they all bring up an important point: maintaining your network is as important (or more important than) building your network. A case in point: my colleague,
Maintaining your network Read More »
This being the Fourth of July Weekend, our thoughts turn to patriotism and the national pastime. In this instance, I’m talking about baseball–while I realize football and soccer are more of a ratings and popularity hit, baseball endures. Baseball and networking share several common traits and ideas: Things happen in threes Teamwork is essential There
Baseball and Networking Read More »
It may only be June, but that October show is only a few months away. Is it on your radar yet? Have you thought about: The ship date? Which exhibit you are going to use? The deadlines to order services? Pre-show promotions? Key customers who will be at the show? If you bought space? Did
