what are you selling on?
by martin bissett
business development on a budget
the secret to overcoming failure to correctly implement a successful business development strategy is by “winning your first client” and this starts by being accountable to someone for your performance.
more: experts: what it takes to become partner | business won’t come to you | forged in fire: the pains of leadership | a lesson in customer service and reputation | prioritize your prospects | good enough is not enough
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now that “someone” may be your fellow partners in the firm. if you are a senior manager, that may be the partner to whom you report.
if you’re a sole practitioner or if you don’t find being accountable to your partners helpful, then you can be accountable to your life partner, spouse or another person you wouldn’t want to see you fail.
so we get that push from being accountable to someone, someone we want to make sure is impressed by what we do, who we don’t want to fall foul of. that is how we overcome failure to implement in a very, very simple way.
once we’re prepared to do that, we can start the process of winning our first client.
what follows are the 8 pieces of value, which empower you to do just that.
- do you create an impressive perception of yourself and your firm to prospective clients?
- do you consider yourself successful in life?
- do you set yourself up to win on a daily basis?
- do you find differentiating yourself and your firm from your competitors to be easy?
- do you chase new fees or do you attract them?
- do you discount and lowball your fees to win work?
- do you set aside specific non-interruptible time to work on business development efforts on a weekly basis?
- do you sell on price or on value?