Category: New business

If you are well positioned in business, you will be able to charge more; reduce your cost of sale; let go of those low profit, poor-fit clients; better articulate who you are and what you stand for; be clearer about who you need to recruit; attract more profitable, good-fit customers; get…

Business development New business Positioning

A lovely client of mine runs a speech and language consultancy in Hampshire. She trains organisations to improve childrens’ literacy, language and communications skills. This is her positive and funny experience of some informal networking and how it led to a business referral. I thought I would share this with anyone who is a less confident networker, who…

Business development Lead generation New business Positioning

You know the one. Great client prospect, hot project, then radio silence…. You made contact a while ago, met several times and they’ve been to two of your events. You feel sure the fit is good, they’re the right client for you, and you are the right supplier for them. You very…

Business development New business Positioning Sales

One of my clients asked me yesterday if I could help her specifically with converting cold prospects into warm leads. I’ve been working with her business for a few months around their wider marketing and new business strategy – and the question came up as we’re about to move into the tactical stage.…

Business development Marketing New business Sales

One of the first things I learnt is that businesses often start focusing on acquiring new business far too late. Don’t wait till it’s an emergency. Too late is when one client is responsible for over 50% – or even over 75% – of your total revenue, and after years of plain…

New business Sales