How to ATTACK your Business Development like a SHARK
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How to Attack your Opportunities like a Shark
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Would you like to win most the business you pitch as well as get the clients you want? When you have a potential opportunity to win new business, are you going in fast and blind with little preparation or standard methodology? Most agencies quickly listen to the client state they need a website and then draft up a quick proposal and send it over to the client. There’s no research on why they need a website and probably missed out on other complimentary services that a website brings like SEO, content management, etc. Then lets think about the followup. Is there more than one phone call or email? This lack of structure causes your agency to lose a ton of business. In addition to lost revenue, you may also bring on clients that aren’t the best fit. Does this sound familiar? Think about how a shark surrounds its prey. It starts circling from a distance and as it learns and identifies more. It goes in closer and closer, and sometimes it may also bump as a test. But only then the shark has identified that this is their preferred prey that meets the following requirement, will it go in and attack. http://jasonswenk.com/attack-business-development-efforts-like-shark/
Transcript of How to ATTACK your Business Development like a SHARK
How to Attack your Opportunities like a Shark
Step 1 - Outer Circling
1. What is their biggest issue?
2. What is the business snapshot (size, industry,
profile) 3. Does this meet the Preferred CLIENT client
profile you want?
4. Who is the first point of contact, role, &
influence? 5. How far away from a decision maker is this
person? 6. Start researching contact?
7. Who else in your network is connected to
contact?
Step 2 – Inner Circling
1. What is the issue’s impact on their business?
2. How important is it to solve the issue?
3. What other similar clients / projects you have
worked with? 4. What is the budget / timing?
5. Do we have resources to execute deliverables?
6. What is the external timeline? Outside influence?
7. What is the decision criteria?
8. What problem does it solve or why do I need it?
9. What is the likely outcome or results?
10. What will make the project success criteria / ROI
model?
Step 3 - Shark Bump
1. Does your contact have signature authority?
2. Has legal department started reviewing the
agreement? 3. Are you talking to the final decision maker?
4. Introduce your client project manager /
resources. 5. What is the decision time frame?
6. Walk the decision makers through the proposal.
Preferred face to face.
Step 4 - Shark Attack
1. Meet the signature authority
2. Are client project team willing to talk to our PM
to discuss getting started steps?
3. Review the issue’s impact on their business?
4. Review the importance to solve the issue?
5. Ask for the business.
