outlook & analysis

are you asking the right questions?

some of the best start with “why…?”

… as in this list of 15 from mike schultz, author of  “professional services marketing,” and president of the wellesley hills group:

  1. why didn’t we reach our revenue goals?
  2. why is our marketing budget set at its current level?
  3. why haven’t we been able to implement (insert tactic or initiative here) even though we keep saying it’s a priority?
  4. why hasn’t (insert tactic or initiative here) worked as well for us as we might have liked?
  5. why haven’t we tried anything new or innovative in our marketing?
  6. why aren’t our marketplace messages resonating?
  7. why are we (or aren’t we) launching new practice areas, geographies, industry specialties, etc.?
  8. why don’t more of our partners develop business and bring in new clients?
  9. why don’t we have a culture of business success?
  10. why haven’t we been able to build a brand as we believe we can and should?
  11. why are our competitors outmaneuvering us in the market?
  12. why can’t we increase our fees?
  13. why do our clients pressure our fees?
  14. why have some practice areas of our firm grown so well while others haven’t?
  15. why haven’t we improved our repeat business rate?