| Surveys have shown that
at any one time, around 20% of Business-to-Business clients will be changing
their professional suppliers, usually for reasons of
quality control, lack of responsiveness and perceived
poor value for money.
A potential 20% 'churn' rate among your
client base, together with a required minimum of 9 ‘effective
approaches’ over an 18 month period to win a new
client to replace the one you've lost, means that adopting
a co-ordinated, firm-wide business development programme
is essential.
Implementor’s business development module enables
you to:
» analyse your new business win rate
» co-ordinate business development activities
across different departments/sector groups
» ensure that all activity is planned, consistent
and sustained
» offer key partners a focus to their activities,
and provide them with skills training and group support
» reduce wasted time, lost through
uncoordinated approaches to clients/prospects
Module elements
New business sales
Competitive tendering (see also Pitches/tenders)
Prospect/client analysis
Business development processes:
» identifying
triggers for changing advisors
» identifying
targets using the ‘Pareto law’ method
» moving
the relationship on from target, to contact, to prospect,
to client
» using
‘keep in touch’ mechanisms
Supporting information required to develop new business
Use of CRM databases (see also Database
implementation)
Networking/presentation skills techniques:
» identifying
the department/firm’s features and benefits
» open
questioning
» active
listening
» closing
techniques
Effective cross-selling across departments/sector
groups
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