“Q. I am new to the consulting business. Many of my friends, some consultants, some not, tell me I should be qualifying my clients. I don’t know what it means. I know how qualify is used in sports and when applying for a job, but what does it mean when working with customers? A. Carl, you are not alone in wondering what the term ‘qualifying customers/clients’ means and how it is or should be used.”

“Anil Menon and Sundar Bharadwaj, both associate professors of marketing, received this year’s Marketing Science Institute/H. Paul Root Award for their article in the prestigious Journal of Marketing on the key ingredients for making a successful marketing strategy. Their article was a revival of sorts. A hot topic two decades ago-when the corporate world believed in the wisdom and efficiency of centralized planning-the plug was pulled on marketing strategy when the whole idea of top-down management came under fire in the 1980s.”

“Welcome to the BMA web site, home of the leading professional association for business-to-business marketers and communicators. With 3,000 members worldwide, BMA offers today’s marketers broad information and education resources, in addition to networking opportunities through local chapters, conferences and seminars.”

“I am new to the consulting business. Many of my friends, some consultants, some not, tell me I should be qualifying my clients. I don’t know what it means. I know how qualify is used in sports and when applying for a job, but what does it mean when working with customers?”