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”.
Tender readability remains a problem for some in the 21st century. I still see submission documents that cling to a handful of really old hat tender presentation and formatting techniques. I suspect this is because some of these ‘rules’ are viewed as being more appropriate to a ‘formal’ style of document such as a tender. […]