Answer these 3 questions and you'll super charge your business development efforts
Richard W Smith LLB (Hons), CF APMP
Professional Services Firm Strategist | Pricing Consultant | Client Acquisition Guru
Business development is really easy. All you need to be able to do is answer 3 simple questions:
But, getting the answer(s) to those 3 simple questions isn't so easy. It takes time, planning, insight and an awful lot of legwork.
For this week's BD Tips Wednesday post I'll take a very high-level look at what this means...
Who makes the decision to buy?
More than 50% of General Counsel report directly to the...?
... Chief Financial Officer.
When you look at who makes the decision to buy, it is rarely the person giving you the instruction.
What are their priorities?
The priorities of the 'economic' buyer are rarely the same priorities as the person giving you the instruction. Make sure to canvas both if you want your fee paid!
How do they buy?
Hopefully you are lucky enough to have a client that doesn't use Request for Proposals and Tenders to buy your services.
Hopefully you have a client that still relies on relationships to buy your services.
But, don't depend on 'hope' - know. Ask the question.
As always, get in touch if you need help with your business development strategy and activities.
Richard & GSJ