Skip to main content

Cognition

Articles By:

Joe Rinaldi

  1. Taking the Local

    Posted on 6/12/14

    A prospective client recently raised the (periodic) concern that our team wasn’t in close proximity to their headquarters. My reply was thorough: “We have two locations ourselves; successfully working remotely is in our DNA.” “We have a track record of working with clients all over North America and abroad, and a laundry list of client testimonials and references.” “Even when we work with a client in Philadelphia or Austin (where we’re based), those projects behave the same way as when we work with a client in South Dakota. Our process is location-agnostic.” Etc. etc. etc.

    The client seemed to appreciate my response, but in the end, they chose a local firm instead. I missed my opportunity to win that particular project, but the next time our proximity to clients comes into question, I’ll have a different response. My answer should have been simple, concise.

  1. Recruit the Recruiters

    Posted on 2/6/14

    Business development in a client service organization is a complex responsibility. Each approach is different from the next, but good salespeople share core competencies. I’ve talked to dozens of agency owners at Owner Camp, where the importance and role of business development is a popular conversation topic. Salespeople can be found in all walks of life. But, more than a few great ones I know were formerly recruiters, and here’s why.

  1. War on Spec

    Posted on 12/5/13

    Some agencies adhere to the mantra “you get the clients you deserve.” If that’s the case, clients also get the results they deserve—especially when they hire based on spec. This past year, I watched two projects implode after they landed with other agencies who provided spec work in the sales process. I’m not typically a sore loser, but if you hire a partner based off of spec work, you’re digging your own grave.

  1. Thomas Bayes, Save Me From Statistics!

    Posted on 7/25/13

    The only class I’ve ever failed was Statistics. I mean I flat-out failed that class.

    Since then, I’ve been statistically impaired. I’ve never argued with the value of crunching collected data, but I’ve always struggled to see the value in statistically-predictive analysis. In my role in sales, however, I’m very interested in understanding the behavior and the alchemy behind our sales process. Many of our leads come in through our online planner, but discerning how they arrived at the gates of our form has always been a mystery.

  1. Win Some, Lose Some

    Posted on 2/14/13

    We work in a wonderfully open community where ideas and best practices are shared and implemented liberally. Well, except when it comes to sales.

  1. Shut It Down!

    Posted on 9/6/12

    While cruising the boardwalk with my family this weekend, I was struck by what the boardwalk has in common with web design and development: ABSOLUTELY NOTHING.

  1. Vendor Selection Advice From The Front Lines…

    Posted on 5/31/12

    Recently, I offered my suggestions regarding the RFP construction and management process, but I left my dear readers with a cliffhanger… Now that your RFP is complete and you’re evaluating responses and pitches, how do you select the right proposal?

  1. RFP Advice From The Front Lines

    Posted on 5/17/12

    Stop what you’re doing! John Conner sent me from the future to prevent you from authoring this RFP. I’ve seen the aftermath. Internal teams at odds over the redesigned site, users confused by an experience that somehow got more complicated, unreconciled technologies, hopes dashed, dogs and cats living together, mass hysteria.

  1. Buying Wins

    Posted on 12/8/11

    Investing in business development is like investing in anything else; you have a finite amount of resources to invest in a wide variety of options. In retail, the success of an enterprise often hinges entirely upon managing inventory. The difference between a successful and an unsuccessful venture often rests in the balance of ordering enough merchandise to meet demand, while subsequently avoiding over-ordering, and wasting money on overstock. In professional sports, a team’s success often rests in combining value among contracts, as much as in combining the right line up of athletes. In my role, the resource I invest is time. Money too, but man, it’s the time I miss.

  1. Fix Recruiting

    Posted on 9/1/11

    A recruiter emailed me recently. I was selected for a role because I had experience with the software “Adobe”… Recruiters. Such a disaster. AMIRITE?!?!?

    Hold on there, let’s pump the brakes on the generalizations a bit. Recruiters, like designers or developers or content strategists, hail from a variety of backgrounds, have a wide range of capabilities, and deliver varying degrees of value and results. For many people, a relationship with a recruiter is the catalyst for opportunities that reshape a career.

  1. Kevin Sharon Browse all of Kevin’s articles »
  2. Jeffrey Zeldman Browse all of Jeffrey’s articles »
  3. Greg Hoy Browse all of Greg’s articles »
  4. Greg Storey Browse all of Greg’s articles »
  5. Chris Cashdollar Browse all of Chris’s articles »
  6. Dave DeRuchie Browse all of Dave’s articles »
  7. Kevin Hoffman Browse all of Kevin’s articles »
  8. Mark Huot Browse all of Mark’s articles »
  9. Ryan Irelan Browse all of Ryan’s articles »
  10. Robert Jolly Browse all of Robert’s articles »
  11. Jenn Lukas Browse all of Jenn’s articles »
  12. Keyboard Man Browse all of Keyboard Man’s articles »
  13. S. Gif Browse all of Spacer’s articles »
  14. Brian Warren Browse all of Brian’s articles »
  15. Jessica Ivins Browse all of Jessica’s articles »
  16. Rawle Anders Browse all of Rawle’s articles »
  17. Brett Harned Browse all of Brett’s articles »
  18. Yesenia Perez-Cruz Browse all of Yesenia’s articles »
  19. Anthony Colangelo Browse all of Anthony’s articles »
  20. Aura Seltzer Browse all of Aura’s articles »
  21. Allison Wagner Browse all of Allison’s articles »
  22. Helenita Frounfelkner Browse all of Helenita’s articles »
  23. Sophie Shepherd Browse all of Sophie’s articles »
  24. Patrick Marsceill Browse all of Patrick’s articles »
  25. Michael Johnson Browse all of Michael’s articles »
  26. Stephen Caver Browse all of Stephen’s articles »
  27. Alison Harshbarger Browse all of Alison’s articles »
  28. Drew Warkentin Browse all of Drew’s articles »
  29. Katie High Browse all of Katie’s articles »
  30. Brandon Rosage Browse all of Brandon’s articles »
  31. Katie Kovalcin Browse all of Katie’s articles »
  32. Cat Farman Browse all of Cat’s articles »
  33. Sam Hernandez Browse all of Sam’s articles »
  34. Brenna Heaps Browse all of Brenna’s articles »
  35. Courtney Sabo Browse all of Courtney’s articles »
  36. Mica McPheeters Browse all of Mica’s articles »
  37. Abby Fretz Browse all of Abby’s articles »