Search Results for: business development

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

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

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

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…

Business Development Clinic: How often should I follow-up without seeming pushy?
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Business Development Clinic: How often should I follow-up without seeming pushy?

Many professionals hate the thought of selling, as this implies in their mind that they need to turn into a pushy second-hand car sales person. Consequently they have a very hands-off approach to their Leads, and potentially lose many potentially good Clients by this approach. Your aim when managing your Leads through your Sales Pipeline…

Business Development Clinic: why even the best networkers don’t win business from networking
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Business Development Clinic: why even the best networkers don’t win business from networking

In this Business Development Clinic, we consider what you need to have thought about and researched, BEFORE you go networking – even if you are meeting the right people. Let me tell you a true story of a good friend of mine. Let’s call him Steven. He took the decision to move from the relative…

Business Development Clinic: 7 signs that a prospect is interested in using your services
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Business Development Clinic: 7 signs that a prospect is interested in using your services

The question that I was asked recently – How do I spot the signs that a client is interested in working with me? When are they just being polite and taking an interest, and when are they serious about working with me? In this blog post we explore how to spot when you have a…

Business Development Clinic: 7 options to avoid lowering your fees for a client
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Business Development Clinic: 7 options to avoid lowering your fees for a client

Even if you have qualified your lead correctly, there are still times when your prospect is asking for a reduction in your fees. In this blog post we examine, how to avoid lowering your fees, so that you maintain your profit margin and STILL sign up the client. Unless you are in a competitive bidding…

Business Development Clinic: 6 tips to get back in touch with old colleagues
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Business Development Clinic: 6 tips to get back in touch with old colleagues

Getting back in touch with people and old colleagues is something that many of us find difficult. Regardless of whether your motive is driven by a commercial need or you are just curious, it doesn’t make it any easier to get back in touch. However, for most of us, there is a huge amount of…

Business Development Clinic: How do I qualify a lead?
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Business Development Clinic: How do I qualify a lead?

Today’s business development clinic has come to us via a conversation with an aspiring partner who was finding that he was spending too much time chasing potential clients which didn’t go anywhere. We asked him, did he qualify his leads at any stage in the business development process. He looked at us blankly… This is…

Business Development Clinic: Your 5 a day
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Business Development Clinic: Your 5 a day

In today’s business development clinic, Jon Baker, discusses the 5 networking activities you should do daily. As Jon explains here, successful business networking is about taking small steps, every day. Growing a great network takes time, but then you can harvest the results. This article is about 5 steps that you can take every day…

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