Lessons from the Demolition Derby

My wife was a Demolition Derby skeptic. Took her about 5 minutes to go from skeptic to fan.

The experience wasn't what she was expecting. The action comes in spurts and is neither methodical nor random.

Bang, grind, slam, crunch.

There's anticipation. We don't know what will happen, and yet we know exactly what will happen.

A lot like the marketing and business development process at many professional services firms.

Bang, grind, slam, crunch.

The Demo Derby drivers are there for the delightful destruction. When your marketing and business development leaves you banged up yet no closer to your goal, it's frustrating.

Marketing and business development for high-trust professional services is not a game of attrition. You need take time to understand your clients, learn why they trust you, and use your expertise to improve their business.

View marketing as a constructive process rather than a battle, and you will earn more while doing better work for better clients.

To get there you must be very specific about your clients. The quality of your clients determines the quality of your experience working with them.

A trusted relationship with great clients is never a grind.