New client acquisition
Practitioners within professional service firms acknowledge that an inability
to acquire new clients can be career limiting.
It can also severely limit a firm's expansion in cases where new business
from new clients is an integral part of the firm's plans. However, business
development is often an area of discomfort for those without the relevant
skills, attitude and knowledge.
PACE Australia partners with clients to help their team overcome limiting
beliefs and to provide tools for both the individual and firm's success in
relation to the new client acquisition process.
The "Business Development Process Map"
Utilising PACE Australia's "Business Development Process Map," firms will be
able to:
- Identify prospects
- Contact and set-up face-to-face appointments with decision makers
- Identify prospect's issues and communicate potential solutions
- Convert prospects to clients
- Implement a client management strategy for a mutually beneficial and
long-term relationship.
PROSPECT
PIPELINE |
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CONVERSION
PIPELINE |
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ACTIVE CLIENT PIPELINE |
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All identified and targeted prospects not yet worked on |
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All prospects currently being worked on and not yet purchasing from your
organisation |
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All clients currently actively purchasing from your organisation |
Using the "Business Development Process Map" approach, firms can
significantly improve the visibility and sustainability of sales and marketing
activities in all areas of their business pipeline.
It is an exceptional tool for both senior management to drive business
development through the firm, and for individual partners and associates to
deliver planned utilization and growth targets.
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