Keen business developers often ask our advice about how to fire up their colleagues. Here are some conversation-starters and stimuli to help you get your colleagues to "think business development".
- What has attracted your best clients to you and the firm ?
- What works for you in attracting new business ?
- What are your secrets to keeping good clients ?
- For what kind of client do you do your very best work ?
- If you could acquire or improve one business development skill, what would that be ?
- If you have a favourite client, who is it ? What do you think makes that relationship so successful ?
- Is there an alternative fee, or pricing strategy, you have used with a client that was very successful from both client and firm perspectives ?
- If you could work for any client, which one would you choose ? Why ?
- What has been your most successful relationship-expansion experience ?
- What can you tell me about a client with whom you work who has an obvious need for much more help or services from the firm ?
These questions will help you start important conversations which lead to more and better business development.
If you think your firm would benefit from professional development training in business development, please get in touch.
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