Consulting/Professional Services Business Development Checklist Here is a checklist for developing and managing a Professional Services business: List your business in applicable databases & directories Teamwork Business card distribution - at every opportunity Continuously feed the marketing funnel - prospecting Write articles and white papers - thought leadership Send newsletters and other useful information to clients periodically Identify future options via environmental trend analysis Conduct workshops and seminars Develop a process that balances marketing sales and account management Focus on existing clients - penetration and diversification Client success Up to date and relevant brochures Sell or disseminate articles, whitepapers, reports, books and newsletters and paid speaking assignments - describing the company's ideology Client referrals from other firms - obtain cross referrals from allied professional organisations eg accountants Become members of professional organisations or networking forums Disseminate case studies and newsletters describing company services and other useful information Use email and websites to maintain visibility Conduct social events to thank good clients Identify and nuture coaches within client organisations who will provide assistance on how to do business with that organisation Always apply qualification checklists for each opportunity Continuous marketing Use small assignments as leverage for bigger assignments Quality vs Quantity Always provide some Intellectual Property or other useful information to the client to gain their confidence Preparation is never wasted Strive for quality suspect/prospect meetings - have an agenda and SPIN Selling questions ready - understand the client's business Establish a greater number of relationships in your marketplace Measure and repot metrics such as conversion rates Develop checklists and processes for finding and qualifying opportunities - suspect/prospect meetings
posted by Keith Armstrong at 2:45 PM
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