What I want you to buy is: Stop Selling. Are you engaging and connecting or still stuck attempting to traditionally sale your next client?

1. WHAT I WANT YOU TO BUY IS:
STOP SELLING

2. EVOLVING
Responding to: Clients, Competition, Stakeholders, Staff, Operating/Profit
Football
Revenue
Generation
Running
Bigger & Faster
Forward
Pass
Balance
West Coast Offense
Complexity
Model
Spread Offense
Versatility
Geography
Seeing the
People
Seeing the
Right People
Needs/Checklist
Following the $
Wants/Solutions
Connection

3. SEDUCTION VS. ENGAGEMENT
Revenue Growth is not just about Socializing…it’s about
Connecting

4. TRADITIONAL SELLING COUNTS ON THE RELATIONSHIP
Numbers game
Luck of the draw
Being
in
“the”
Club
Dependent on a “rain maker” with the big Rolodex
It’s About Getting the Meeting

5. BUT…SUBTLE BEHAVIOR CHANGES…
…Gets you into the Right Room because you
Connected
Price…Politics…Brand…
Narrowly Defined Experience
You understand…you have creative
solutions…you want to work at it

6. OWNERS HIRE PEOPLE WHO…
Understand the Diversity of their Challenges…
and Bring Comprehensive Solutions

7. TOO OFTEN FIRMS ACCEPT…
“Revenue acquisition will take 18-24 months no matter
what we do.”
“There is some way our fees are going to be
squeezed.”
“If we just get a foothold project, more work will
come.”
…but when you Connect, you can Minimize the Impact of these

8. WHAT IS THE CONNECTION PROCESS?
Our methodology designed to help businesses
grow in a faster, more collaborative, and intelligent
way
1. Identifying “Smart” Clients
2. Aligning with a “smart”
client’s business & political
issues?
3. Developing multiple paths
to connection
4. Leveraging all of this to
ultimately connect and
engage
Emphasis on SKILL DEVELOPMENT

9. REVENUE GROWTH IS A TEAM SPORT
Use the CSI Approach
Client Pursuit Matrix
Project Delivery
Partners
Segment Pursuit Matrix
Capture Plan
Execution Matrix
Does your CRM support and guide this approach?

10. GREAT COACHES EXPECT PLAYERS TO LEAVE
• Tools, not co-dependence
• You can’t see your own “golf
swing”
• You can’t see the subtleties
• Tough to blend strategic
and connecting tactics for
sustainable “winning”

11. ARE YOU ENGAGING & CONNECTING?
• When was the last time a partner firm brought
you a profitable piece of business? Not just a
lead.
• When was the last time you “clicked” with a
client because you solved something they were
struggling to describe to you?
• How do you shape accounts toward profitable
revenue?
• How good is your team at doing that
sustainably?
• What obstacles typically get in your way?