bonus: rate yourself in five areas.
by martin bissett
passport to partnership
ask yourself and answer these questions when considering the current and future conversion tactics that you’ll employ.
more: clients can’t grow without you | six keys to getting a proposal accepted | tell the world your worth | four surprising keys to communication | culture can’t be ignored | three questions about your competence | 10 can’t-skip steps for business development
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- if i were to start today, could i name four businesses that i’d like to reach out to?
- what is our firm’s net fee growth goal this year and what can i do to contribute to it?
- what do i need to do to be able to handle the tough stuff like negotiation, pricing and handling objections? what start to learning these skills can i make today?
building your pipeline
record the businesses you’d ideally like to work with or believe you can add value to below, for future inclusion in your personal pipeline.
next list any clients the firm has lost that you feel you could realistically win back.
list any proposals that you were involved with that the firm didn’t win. how many of those prospects found what they were looking for? enter in your pipeline any that you can’t say for sure are happy with their current arrangements.
detail any current clients that you believe your firm could add value to according to their needs and the services/outcomes that could be delivered.
everyone else
list any other businesses that you know (friends, family etc.) that you feel you could serve in a way that is superior to their current arrangements.
what stories of success can you employ when reaching out to these businesses?
allocate a conservative figure for the first year’s fees that would be derived from winning the business that you’ve highlighted. what percentage of this figure would be required to justify the increase you desire in your compensation?