EditorialsBy Matt Bud, Chairman, The FENG

Selling into a new industry

From our daily member newsletter on September 22, 2019

It is not unusual, and is perhaps typical, that members of The FENG would like to change industries. I wish I could tell you that this is easy. Unfortunately, I think the phrase “easier said than done” is applicable here. Of course, someone telling me that a project is impossible is always a good way to gain my interest and I hope yours as well. The trick is to understand the nature of the person with whom you are communicating and how best to “work them.” Now, nothing evil here, but an understanding of your “customer” and how they think about things is very much in order. When working with retained search firms and contingency firms, to a degree they [ Read more… ]