Goals
| | |

Business Development Clinic: What’s the best way to turn a client’s need into a want?

ByHeather Townsend

For most professionals, our biggest competitor is not the firm down the road, it’s actually a client’s inertia or belief that they can do what they need to do without your services. I.e. you and they both know you have a ‘need’, but not a ‘want’ for your services. So, what can you do about…

Business Development Clinic: What’s the best way to describe what I do when networking?
| | |

Business Development Clinic: What’s the best way to describe what I do when networking?

ByHeather Townsend

As a professional, we’ve all been taught (probably from day one in the job) that the best way to generate new business is by referral. After all, some recent research by the Hinge Research Institute found that 70% of people will ask a friend for a recommendation if they need the services of a professional….

Business Development Clinic: How can I conquer my nerves when networking?
| |

Business Development Clinic: How can I conquer my nerves when networking?

ByHeather Townsend

Nerves can be helpful at times – after all, they can stop you wandering in where angels fear to tread. However, they can also jeopardise your performance – particularly when out and about at a networking event. Not everyone enjoys meeting new people. In fact, many professionals avoid attending networking events because of their dread and…

partnership track
| | |

Business Development Clinic: How can I increase my success rate in sales meetings?

ByHeather Townsend

Typically most professionals will need to have a face-to-face meeting with a prospect before converting them to a client. Very often these meetings can make or break a potential adviser/client match made in heaven.  Here are our tips to make sure you get the most out of these meetings: 1. Bring another person with you…

Business Development Clinic: I’ve sorted out my LinkedIn profile, now what?
| | | |

Business Development Clinic: I’ve sorted out my LinkedIn profile, now what?

ByHeather Townsend

If you’ve created your LinkedIN Profile and are waiting for something to happen next, it’s likely that you won’t see any benefit in being there at all!  There are still many professionals in practice, who are wondering what is the next stage to winning business via LinkedIn. After all, having a decent profile is a…

Business Development Clinic: 3 ways of dealing with a potential client who asks for a fee reduction
| |

Business Development Clinic: 3 ways of dealing with a potential client who asks for a fee reduction

ByHeather Townsend

In this business development clinic, we are looking at the old ‘tough’ chestnut, of what to do with a potential client who says that you are too expensive. In this situation you have a range of choices available to you: 1) State the fee is what it is. In this scenario, you are calling the…

partnership track
| | |

Business Development Clinic: How can I get more confident when working the room

ByHeather Townsend

As you open the door, you see a room full of strangers. All talking, laughing…. your heart sinks. How will you break into a conversation? Will anyone want to talk to me? Wouldn’t people blank me if I’m not a partner? Why am I here… when I could be….? Whatever your reason for not being…

Business Development Clinic: How to cope with objections from potential clients
| | |

Business Development Clinic: How to cope with objections from potential clients

ByHeather Townsend

You are in a business development meeting with a juicy new potential client, and then it gets awkward… I am wondering whether you are too big/small for us My concern is whether this project will get us the results we need Your fees seem to be quite expensive Do you think you have the people…

Business Development Clinic: How to write a proposal which will help us win a competitive tender? Part 2
| |

Business Development Clinic: How to write a proposal which will help us win a competitive tender? Part 2

ByHeather Townsend

This is the second part of a 2-part blog post – the first part can be found here. Read on for more tips to help you win that bid.  Use diagrams wherever possible As the saying goes, a picture is worth a thousand words, and this is very true for proposals. Many people find large…

End of content

End of content