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Clients can always find ways to stump us!
Inefficient client
management is a
slow leak on
profitability
Build the foundation of a
successful business with
effective client management–
one brick at a time
Pre-Qualify
Onboarding...
Pre-Qualify
Prospects
First - is the business worth
being won?
Pre-Qualify
Before you produce a proposal:
 Evaluate if there is a real opportunity
 Determine fit
 Identify if there i...
Sample Pre-Qualification
Questions
 What challenge led you to seek out PR/Communication
services?
 Do you have a defined...
Pre-Qualify
Onboarding
Start Your Partnership Right
Sample Onboarding
Questions
 Who are the primary and secondary contacts for document
approvals?
 What has been the singl...
Take Your Time
Onboarding
Controlling
Scope
Pre-Qualify
Your clients aren’t helpless
Clearly Define Scope in the
Contract
Free 45 page ebook, co-
written with Jenny Schmitt
Sign up:
Soloprpro.com/newsletter
...
These aren’t your only choices…
Tips for
Difficult Conversations
1. When possible, plan ahead for what you’ll say
2. Don’t be afraid of silence!
3. Stay f...
Remember: You’re In Charge!
Pre-Qualify
Onboarding
Control Scope
Reporting
Strategy
Understand &
Optimize
Overview Report
Executive Summary
 Note the areas of focus for the month, and highlight
any key wins/results.
Objective 1...
Pre-Qualify
Onboarding
Control Scope
Growing the
Business
Reporting
Low Hanging
Fruit
Pre-Qualify
Onboarding
Control Scope
Reporting
Growing the Business
Thank You!
Solo PR Pro Free Resources:
Sign-up for our free bi-weekly newsletter with PR
tips, tools and news:
http://solo...
Maximizing Profitability - Essentials of Solo PR Client Management
Maximizing Profitability - Essentials of Solo PR Client Management
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Maximizing Profitability - Essentials of Solo PR Client Management

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Inefficient client management is a slow leak on profitability for all independent consultants. From Kellye Crane of Solo PR Pro, make sure you're doing these five things so you can build the foundation of a successful business with effective client management– one brick at a time.

Published in: Business

Maximizing Profitability - Essentials of Solo PR Client Management

  1. 1. Clients can always find ways to stump us!
  2. 2. Inefficient client management is a slow leak on profitability
  3. 3. Build the foundation of a successful business with effective client management– one brick at a time Pre-Qualify Onboarding Control Scope Reporting Growing the Business
  4. 4. Pre-Qualify Prospects First - is the business worth being won?
  5. 5. Pre-Qualify Before you produce a proposal:  Evaluate if there is a real opportunity  Determine fit  Identify if there is a defined budget
  6. 6. Sample Pre-Qualification Questions  What challenge led you to seek out PR/Communication services?  Do you have a defined budget?  Who will have internal ownership of this project / engagement?  Have you ever used a PR / Communications Agency/Specialist? What were the results? If the engagement did not go as expected, what do you think should be done differently?  Describe what success would look like for you  What is your timeline? When will you be making a decision? What date would you like to begin, and what is the duration of the project / engagement?
  7. 7. Pre-Qualify Onboarding
  8. 8. Start Your Partnership Right
  9. 9. Sample Onboarding Questions  Who are the primary and secondary contacts for document approvals?  What has been the single most successful action in your communications strategy?  What has been the least effective action in your communications strategy?  What milestones or other timeline-related activities should we know about?  Have any components of the initial goals discussed changed? If yes, how?  What is your internal project reporting process?  How often do you require updates or status meetings?
  10. 10. Take Your Time
  11. 11. Onboarding Controlling Scope Pre-Qualify
  12. 12. Your clients aren’t helpless
  13. 13. Clearly Define Scope in the Contract Free 45 page ebook, co- written with Jenny Schmitt Sign up: Soloprpro.com/newsletter Retainer of $X,XXX per month includes a minimum of XX hours a month and a maximum of XX hours per month of senior level communication services. If at any time a project or opportunity requires more than the maximum of XX hours within one month, a review of additional compensation on a per hour basis will be discussed and agreed to by both parties. Out of Scope – List activities not included as part of the fees outlined
  14. 14. These aren’t your only choices…
  15. 15. Tips for Difficult Conversations 1. When possible, plan ahead for what you’ll say 2. Don’t be afraid of silence! 3. Stay firm – win more respect 4. “Active listening”– reflect what they’re saying back to them 5. Backup your position in writing 6. Make recommendations/suggest alternatives 7. Keep in mind most people are responding to pressures within their own jobs
  16. 16. Remember: You’re In Charge!
  17. 17. Pre-Qualify Onboarding Control Scope Reporting
  18. 18. Strategy
  19. 19. Understand & Optimize
  20. 20. Overview Report Executive Summary  Note the areas of focus for the month, and highlight any key wins/results. Objective 1 (from your Plan) Result/Progress:  Bulleted List of metrics Next Steps:  Bulleted List Additional Recommendations:  Bulleted List Identify/recommend additional programs here, if appropriate
  21. 21. Pre-Qualify Onboarding Control Scope Growing the Business Reporting
  22. 22. Low Hanging Fruit
  23. 23. Pre-Qualify Onboarding Control Scope Reporting Growing the Business
  24. 24. Thank You! Solo PR Pro Free Resources: Sign-up for our free bi-weekly newsletter with PR tips, tools and news: http://soloprpro.com/newsletter Blog: soloprpro.com/blog Twitter: @SoloPR Facebook: https://www.facebook.com/SoloPRpro LinkedIn Group: http://linkd.in/SoloPR Learn more about Solo PR PRO Premium: http://soloprpro.com/join Kellye Crane Email: kellye@cranecom.com Twitter: @KellyeCrane LI: linkedin.com/in/kellyecrane/

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