Goals
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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…

partnership track
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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: How to cope with objections from potential clients
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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
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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…

Dog with a phone to represent switching off from work
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Business Development Clinic: How often should I follow-up without seeming pushy?

ByHeather Townsend

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: 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

ByHeather Townsend

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

ByHeather Townsend

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…

Dog with a phone to represent switching off from work
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Business Development Clinic: 6 tips to get back in touch with old colleagues

ByHeather Townsend

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…

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

ByHeather Townsend

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…

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