DIRECT SALESWhat is the state of the industry?How do I get started?How do I pick targets?What tools do I use?What are the challenges?
Getting into the marketplace Private Equity Landscape: Trends and Developments to Follow in 2010 European Restructurings - Distressed Debt and M&A Opportunities An Executive Roundtable Featuring Leading Experts in Finance and Law Registered Direct and At-the- Market Equity Offerings: Trends for Raising Capital in 2010
CLIENT TEAMS, REVIEWS &FEEDBACKWhat is the state of the industry?How do I get started?How do I pick targets?What tools do I use?What are the challenges?
Top 200 clients account for 60-85% ofrevenue 0 200Typical distribution of revenues for top 200
Client reviews v. Client teams Client Review Client Team • 1-2 times/year • 4-10 times/year • A review and • Pursuit process inspection process • Interdisciplinary • May turn into a team client team • High growth • About bringing full potential resources of the • Many contact points firm to the client • Pursuit oriented • Service oriented
There is no substitute for asking yourclients Every client has different specific needs: Responsiveness Billing detail and formats Budgets and summaries Bench strength Business referrals Education Etc. Find out what the needs are and address them