One of the largest obstacles holding back heritage organization growth is centralized authority. Many owners and CEOs will assign responsibility, but not authority. If you are a heritage executive, push true decision-making authority as deep as you can into your organization. To be successful, though,...
Many heritage professionals aren’t motivated by money. To incentivize performance, figure out what they really want: a week off to write, a trip to a conference, a chance to take a class or seminar, work-at-home flexibility. Bonuses are important, but make them the right kind of...
Take your most profitable client to lunch this week. Your most profitable client may not be your largest client. We tend to focus on revenue in the heritage industry and give lots of attention to the biggest clients. However, these clients may not be the...
Become the Uber of the heritage industry! Set a goal to innovate just one “disruptive” product or service this year. It’s much harder than you think, but if you are successful, you are set to dominate the industry. ...
Client retention is one of the most important overlooked aspects of heritage organizations. It can be demonstrated mathematically that retaining an existing client is far more valuable than winning a new client. You must track your retention rate. The formula is easy, but most heritage organizations...
For sales effectiveness, don’t chase jobs, build relationships. With strong relationships you will have a career of steady work. Without strong relationships, when you win a job, that’s all you get...
Most museums and repositories have the burden of curation in perpetuity. That’s a long time! How much to charge to curate a box of materials? Total all the costs of curation for last year. Divide that by the number of boxes you can store. This...
In the minds of your clients, Value = Price. To balance this equation, most heritage organizations focus on reducing price. That becomes a race to the bottom! Instead, focus on increasing value to justify your price. The things you will need to do will make...