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This is an advanced notice for my online and email community--the public announcement goes out next week. For more information about these two new onsite workshops, feel free to contact me directly using the contact . This year we've begun quietly offering onsite workshops to help firms quickly build more... read more →

Riverbed's Irene Yam came up with one of the best ideas at the 2010 Forum. Forming a community of solo reference managers: the #1 Club (aka "The Lonely Hearts Club":)  Running a customer reference program is sometimes a lonely occupation--particularly when you're a team of 1. Well, now there's no... read more →

from  Reference Point Newsletter April 2010   Executive-to-executive relationships are some of the most powerful ways to cement ties with key customers and develop them as references. C-level executives with a background in high-level consultative sales are likely to understand how to foster these relationships, but for those not accustomed... read more →

Press Release: Dallas, TX March 29 http://www.expertclick.com/NewsReleaseWire/ReleaseDetails.aspx?ID=31289 Following are some tips--based on programs I've worked with and observed at dozens of firms--on common pitfalls firms fall into when building their pipeline of customer references. Plus some guidance on how to avoid them.  Build a reference pipeline divorced from company strategy ... read more →

Expand your thinking by checking out this clip from a presentation at the TED Conference earlier this year by a celebrated computer game designer and Cal Berkeley PhD, Jane McGoniga. Her presentation is called: Gaming Can Make a Better World. She's researched why online game players are so absorbed and driven... read more →

PRESS RELEASE, MARCH 22. DALLAS, TX The rapid growth of social networking is making it not only more essential, but also easier, to engage with your customers--as well as have them engage with your prospects and markets. But there's nothing like face-to-face interaction at live meetings and events. Combine those two is key to... read more →

Quick question: What’s wrong with this list of criteria Fortune Magazine uses for determining its vaunted list of the world’s Most Admired Companies?   http://bit.ly/aibA5Z   1. Innovation 2. People management  3. Use of assets 4. Social responsibility  5. Management quality 6. Financial soundness  7. Long-term investment 8. Product quality... read more →

Reference programs are changing rapidly. The internet and social media in particular are changing the landscape, and opening up both big risks and big opportunities for your firm's sales and marketing efforts. How can you make the changes your reference program needs to stay abreast? Here are some tips to... read more →

Few other areas of marketing are evoloving more quickly than customer reference programs. Here, in no particular order, are some of my takaways from the last week’s 2010  Customer Reference Forum. These will provide a good gauge to see if you’re program is keeping up. These are based on presentations at... read more →

Day 1 at the 2010 Customer Reference Forum (#2010CRF): During her presentation, Oracle VP of Global Customer Programs Julie Tung brought a combination of excitement and common sense to the issue of building a dynamic customer reference program. And the challenges she and her team face are considerable, making their... read more →