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  • Has the Government’s Innovation Policy Missed Its Mark?
    • by Robert Leroux
    • March 16, 2017

    We are Excited! The ICT industry is Excited! With the government’s “Innovation Policy”, we finally have a government that recognises the importance of technology innovation to our future prosperity. If you have not done so, you can check it out here: www.innovation.gov.au. But has the government’s Innovation Policy missed its mark? In reading the government’s innovation policy and although it made some mention of entrepreneurship, it is clear that it is skewed more towards technological innovation. But is this too

  • How We Turned an Opportunity into an Outsourcing Business for Lawyers (A Case Study)
    • by Robert Leroux
    • January 16, 2017

    This is a story that I want to share with you on how we identified and created our Medical Records Review Service for Personal Injury Law Firms. The whole process took us about 4 months. As this case study shows and given the right opportunity, you can develop a unique service based on an identified and qualified need. It broadly shows the steps that you can take in creating a niche outsourced and customised service. IDENTIFYING THE NEED – KEEP

  • Why Warm Calling Is the New Cold Calling
    • by Robert Leroux
    • June 16, 2016

    With the prevalence of social media these days, you can find out a lot about your potential clients before you even pick up the phone. This is what “Warm Calling” is all about. At the Northern Beaches Network April event, Chris Payne from Team Australian provided an insight on factors that constitute warm calling using examples from the campaigns that they ran for their clients such as Samsung, Fuji Xerox, Specsavers, CSR, Ticketing Box Office for the Sydney Festival. Chris defined

  • Is Making You Wait 40 Minutes Good Customer Service
    • by Robert Leroux
    • May 16, 2016

    Last week, I called one of the major insurance companies first thing in the morning as I had a couple of questions on an insurance policy renewal. I was also contemplating taking an additional insurance policy for our other car. It was going to be a busy day for me. I thought that if I could get the insurance issue out of the way, I could have an early start on my work day. I was wrong. They put me

  • In B2b Your Profile Is Key
    • by Robert Leroux
    • March 16, 2016

    In B2B transactions you need face to face interactions. The bigger the project the more interactions you will need to have with your potential client. In a research published in Gartner by Barnes and Nova on “Effective Sales Interactions Guide Buyers Forward Through Insights and Added Value”, they identified “Direct Interaction with the Provider” as the primary influencing factor in a buyer’s purchasing decision. The biggest project which I successfully closed was a multi-million dollar project which took four years

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