today’s bissett bullet: “a proactively managed pipeline has several components, all working together to afford you the ability to accurately forecast fee growth for your firm.”
by martin bissett
what makes a great pipeline for your firm?
firstly, consistent priming. continuous work carried out on new opportunities. secondly, a solid foundation. new client opportunities should only be worked on by members of your team who understand how to control the process of sale through to conclusion.
you also need many sources to feed this pipeline. you may choose to rely mainly on referral business as your warmest prospects, but what if those dry up or aren’t the size of fee that you need them to be? lastly, you need a scheduled and managed review of your pipeline with accountability for turning opportunities into money.
today’s to-do:
do you have all of the above in place? when was the last time you reviewed your pipeline? set aside some time to identify what is working well for you and where you could improve the process.
see more bissett bullets here
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