Why do we always cheer for the underdog? Think about your favorite underdog story. Chances are, you want to see David beat out Goliath.

Well, the same thing that gets you to root for Rudy or the Bad News Bears is the same thing that's killing your firm...

In this episode, John and Mark break down "the underdog effect" and how it can cause you to chase after projects you have only a slim chance to win, wasting valuable time that could be better spent elsewhere.

This episode originated as an article by Mark. Check it out on his website:
https://www.wainwrightinsight.com/the-underdog-effect-is-killing-your-business/

www.breakingbizdev.com

Your revenue projections are your firm's crystal ball.

If your backlog, pipeline, and projections are organized, it can position your firm in a way to do healthy, proactive marketing to win highly profitable work.

In this episode, John and Mark break it all down:

• How marketing can make both a short- and long-term pipeline impact
• How marketing's goal should be different for active, passive, and future buyers
• How niche specialization can lead to higher margins
• How revenue projections can impact recruiting and resource allocation
• The concept of splitting the funnel into vertical segments
• Why you should over-invest in marketing for new or emerging verticals

www.breakingbizdev.com

Midway through your fiscal year, any business is faced with one of three revenue pacing scenarios:

1. You’re exceeding expectations
2. You’re exactly where you thought you’d be
3. You’re not meeting original revenue targets

On this episode, Mark breaks down different ways to set revenue goals (revenue per employee, calculating potential revenue, and using a net multiplier) and how to factor in weight based on deal stage and opportunity age into the equation.

Then, we lay out an example that illustrates when it may be more beneficial to focus on developing your existing pipeline than creating new opportunities.

www.breakingbizdev.com