Tag: Good fit prospects

New business

You’re forecasting your new business revenues for the next financial year. You’re trying to imagine what that looks like in terms of actual new clients. You assign some sort of quantity of new clients – and what ballpark revenue they might bring in – to the detail of the forecast. Then you double it, add some, pick…

New business Sales

“I’ve done it!” Yelled a client at me down the phone. “I’ve started a sales pipeline! I’ve got 158 leads in my database!” “What sort of leads?” I asked her. Never one to let my clients do a half-baked job. “Perfect ones,” she retorted gleefully. “You’d be so proud of me,” she continued.…

Sales

Feeling like you’ve got to reduce prices to try and win a new client is horrible. It saps your energy and enthusiasm for that client and ultimately for your business. And if you do charge less to bring that prospect in, it can set a very difficult tone for your ongoing relationship – where…

New business

New business Positioning Sales

This post is in response to a cry for help from a friend who hated the sales events and conferences he had to go to as part of his business development role. He was told to attend by his MD… ‘in order to network, meet people and drum up some new business’. Here’s what he had to say…

Business development New business Sales

Do you ever feel like you just want a look at someone else’s business development plan to get you started? Some inspiration and ideas to get you going? A sort of template umbrella plan that helps you think about the options, one that you could change to suit your own firm?…

Business development New business Positioning Sales

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