By Linda Julian
Do your homework before first encounters
October 30, 2013 | Posted in: Business Development Skills | Tags: client relationships
If you don’t want to squander great business development opportunities with new clients, do your homework before first encounters.
Here are some of our client meeting tips to help your prepare.
Before meeting new clients, research and make sure you understand their:
- business, organisation, operations
- operating environment
- legal needs
- personal needs/interests.
Then prepare a list of the:
- issues you’d like to canvass
- services of direct value can you and your firm offer
- outcomes you’d like from the meeting.
Even the most seasoned professional will do better if they’ve done this groundwork, rather than just “winging it”.
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