By Martin Bissett
Eight questions to ask yourself.
By Martin Bissett
Winning Your First Client
You know the identity of your first client, and if you buy into you, then there’s a good chance of potential clients being prepared to do so, too.
Exclusively for PRO Members. Log in here or upgrade to PRO today.This is what we must remember about the purchasing of professional services such as accounting. If your prospective client is a Grade A or B style opportunity for your firm, then they are not buying the services you provide per se. The services are the vehicles of delivery; the means to the end.
The client is buying the relationship, and they are asking themselves:
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By Martin Bissett
Perception, even your own, is reality.
By Martin Bissett
Business Development on a Budget
“No man has the ability to step outside of the shadow of his own character.” – Robespierre
As far as our potential clients are concerned, how they perceive us is how we really are to them, regardless of the truth of the matter.
Exclusively for PRO Members. Log in here or upgrade to PRO today.
Because of this, it’s important to realize that when we are meeting a new potential client who has not been referred to us, it does not matter what the reality of our value proposition is; it matters how that potential client perceives our value proposition. Therefore, to be effective in winning work, we must understand how we can positively influence their perception of us at each stage of the relationship-building process.
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Eight questions to ask yourself.
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.
Exclusively for PRO Members. Log in here or upgrade to PRO today.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.
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