Manning Charles &
Associates Limited Peter’s Tips on Practice Management
#3 –Getting Business + Keeping It ( An Overview)
Reference to new opportunity with this
client and/or another Identify + select markets, develop offerings
Close out
Positioning your firm/offering
Execution Identifying opportunity
Thought Leadership
Closing the deal Profile raising
Face to Face selling Developing Relationship
Peter’s Tips © July 2009 1
Peter M Salmon and Manning Charles & Associates Ltd

Manning Charles &
Associates Limited Peter’s Tips on Practice Management
#3 Getting Business + Keeping It (An Overview)
• Let’s not beat about the bush, this is what we all want to do, gain new
engagements – so call this critical activity by it’s name – Getting Business
• Diagram illustrates the key phases in the cycle, which I have identified as:-
– Target
– Lead Development
– Selling
– Delivery
• Various activities take place within each phase, the major ones are shown in the
diagram – it is important that this cycle, phases and activities, is understood
• Each phase occurs for each client and client engagement, but for various
reasons the extent of each phase and the activities within may vary
• Once we have the work we have to deliver, excellently
• In this way we can achieve the aim of Keeping It, that is we are positioned
favourably for future work with that client
• In addition we can ask the client to act as a referrer
• Over time I will write in more detail on each element.
Peter’s Tips © July 2009 2
Peter M Salmon and Manning Charles & Associates Ltd

Manning Charles &
Associates Limited Peter’s Tips on Practice Management
Peter Salmon – Principal - Manning Charles & Associates Ltd
• Peter is a senior executive and consultant with an extensive business management,
professional services leadership and delivery background. He combines this with
significant organisational change, business assessment, and resource management
experience. This is complemented by having worked in a number of countries and a
varied range of business sectors.
• Peter's consulting experience includes IT consulting, general consulting, financial
investigations and valuations, and litigation support. His other experience includes
practice development, practice management including service economics and
profitability, quality assurance and resource management.
• This knowledge and expertise is combined with a strong record of achievement. For
many years Peter has worked with CxO level executives, management and staff to
provide business focused outcomes to issues.
Should you wish to contact Peter on this or any other matter, where he might be able to assist
then :-
Phone:- +64 21 533651, or
Email:- manningcharles@woosh.co.nz
Mail:- PO Box 25197, Panama St, Wellington 6146, NZ
Peter’s Tips © July 2009 3
Peter M Salmon and Manning Charles & Associates Ltd