TITLE | TIME |
Marketing To Existing Clients | (18:40) |
Most professional organizations spend the overwhelming majority of their non-billable, business generating hours on chasing new clients even though it has the least probable R.O.I. We will examine the alternatives and their relative effectiveness.  | |
NOTES FOR THE EPISODE:
00:40 – Introduction
01:27 – Investing in existing relationships vs. new sales generation
02:40 – Four places in marketing for non-billable time
03:54 – An R.O.I. comparison of non-billable hours
10:07 – A real world example of the merits of relationship building as non-billable time
14:23 – Why we choose the lowest probability marketing actions
17:19 – Conclusion
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