WHAT I WANT YOU TO BUY IS: STOP SELLING

EVOLVING

Football

Revenue Generation

RunningBigger & Faster

Forward PassBalance

West Coast OffenseComplexity

Responding to: Clients, Competition, Stakeholders, Staff, Operating/Profit Model

Spread OffenseVersatility

GeographySeeing the People

Seeing the Right People

Needs/ChecklistFollowing the $

Wants/SolutionsConnection

SEDUCTION VS. ENGAGEMENT

Revenue Growth is not just about Socializing…it’s about Connecting

Numbers gameLuck of the draw

Dependent on a “rain maker” with the big RolodexIt’s About Getting the Meeting

Being in

“the” Club

TRADITIONAL SELLING COUNTS ON THE RELATIONSHIP

BUT…SUBTLE BEHAVIOR CHANGES…

…Gets you into the Right Room because you Connected

Price…Politics…Brand…Narrowly Defined Experience

You understand…you have creative solutions…you want to work at it

OWNERS HIRE PEOPLE WHO…

Understand the Diversity of their Challenges… and Bring Comprehensive Solutions

TOO OFTEN FIRMS ACCEPT…

“Revenue acquisition will take 18-24 months no matter what we do.”

“There is some way our fees are going to be squeezed.”

“If we just get a foothold project, more work will come.”

…but when you Connect, you can Minimize the Impact of these

1. Identifying “Smart” Clients

2. Aligning with a “smart” client’s business & political issues?

3. Developing multiple paths to connection

4. Leveraging all of this to ultimately connect and engage

Our methodology designed to help businesses grow in a faster, more collaborative, and intelligent way

WHAT IS THE CONNECTION PROCESS?

Emphasis on SKILL DEVELOPMENT

Client Pursuit Matrix

Project Delivery Partners

Segment Pursuit Matrix

Capture Plan

Execution Matrix

Use the CSI Approach

REVENUE GROWTH IS A TEAM SPORT

Does your CRM support and guide this approach?

GREAT COACHES EXPECT PLAYERS TO LEAVE

• Tools, not co-dependence• You can’t see your own “golf

swing”• You can’t see the subtleties• Tough to blend strategic

and connecting tactics for sustainable “winning”

ARE YOU ENGAGING & CONNECTING?

• When was the last time a partner firm brought you a profitable piece of business? Not just a lead.

• When was the last time you “clicked” with a client because you solved something they were struggling to describe to you?

• How do you shape accounts toward profitable revenue?

• How good is your team at doing that sustainably?• What obstacles typically get in your way?