BD tips and insights

By Alistair Marshall

100 days left: how to make 2016 your best year ever

September 21, 2016 | Posted in: Business Development Strategy

Did you know there are only 100 days left in the year? But you need not panic – if you are truly organized, you still have time to make 2016 the most successful year ever for your professional services firm.


Many of you probably put together an aspirational list of hopes, dreams and targets for your business back in January. If they have been ignored, put aside or deferred, now is the time to bring them back into focus.

Key performance indicators for most individuals in professional services firms tend to relate to financial results, client satisfaction, improving staff morale, and making efficiency gains with internal processes to help profitability. How are you and your team tracking against those goals?

Whilst no one measurement should be considered more important than another, the number of billable hours produced in the calendar year is usually a critical measurement for most firms. If you are running behind, what can you do in the short term to win more work and fill the gaps?

7 ways to make 2016 the most successful year ever

Here are my top seven ideas that you can initiate immediately to bring in extra work:

  1. Pick up the phone to five clients you have not heard from this year, and ask them how they are going. Maybe send them an article you have written, or some relevant research that would be useful to them.
  2. Go and visit your top five clients for this year so far, and see what else they may need assistance with. Can they refer you to other individuals within their contact sphere?
  3. Reach out to five prospective clients from your pursuit list, who match your ideal client profile. If you don’t have the names of specific organizations and individuals, then you will really struggle to make much progress.
  4. Buy lunch or dinner for your best five referrers of work. Good things happen when you get out from behind your desk and go and talk to people.
  5. Get yourself a speaking gig at an event that will be attended by potential clients. It is a great way to be seen as the expert in your field.
  6. Write a thought leadership piece and send it to your database – make sure it’s on a topic of significant interest and value to them and their networks.
  7. Attend or host a networking event involving as many of your business contacts as possible.

Over the years, I have learned that when it comes to business development, the more proactive you are, the “luckier” you become at generating more revenue!

Here in Australia, people assume that nothing much is going to happen in business between Melbourne Cup day and the end of January – but don’t use this as an excuse to do nothing. Remember, winners make it happen; losers let it happen.

To hit your year-end goals you need to start taking action now. If you need help getting started, ask me how I can help.

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