Proactive business development tips and techniques for consultants to deliver more work! Are your business development practices the right ones? This session will help you win more business, differentiate yourself from your competitors and help you build your consulting practice. Presenter Kym Williams will work through how to build your pipeline, increase repeat work and referral opportunities and also take you through the meetings and structures you need to proactively put in place to engage your entire team around business development. The presentation will: · Work through how to build your pipeline, increase repeat work and referral opportunities · Take you through the meetings and structures you need to proactively put in place to engage your entire team around business development.

1. Proactive Business DevelopmentTips and techniques to deliver more work by winning more business, differentiating yourself from your competitors and building your consulting practice

2. Today I will go through:
•The importance of focus
•How to build your pipeline
•How to increase repeat work
•How to gain referral opportunities
•How to engage your team around business development

3. The importance of FOCUSWhat does it mean to you?

4. Understanding our industry –the most important criteria for hiring a service provider
“Focus on demonstrating our capability”

5. •Effective planning and prioritisation
•Educate not sell
•The Top 10/10/10 client management approach
•Growth –Leads and opportunities
•Repeat work and referrals
What’s needed?

6. You can’t hit a target you can’t see

9. Marketing & Brand

10. Client Satisfaction

11. 90 Day Focus –link to your pillars
90 Day Goal
Key Focus Areas
Building our business
Member Experience (LH)
Website (Sales) (NW)
Build our pipeline (KW)
Speaking Engagements (SE)
EasyconsultContent (KW)
easygovernmentLaunch (JN)

12. •Reduce sales conversion time
•Win more work
•Deliver more to current clients
•Build a healthy and sustainable practice
•Become, and remain, a trusted expert in our chosen industries and services
Why the importance of focus?

13. Educate Not Sell
•Client –WIFM (What’s in it for me)?
•Listen to the client
•Keep it relevant
•Demonstrate capability
•Demonstrate culture
•Value adds
•Educate through personal interaction not marketing

14. Educate Not Sell –Adding Value
•Templates, training, presentations, breakfasts
•Take solutions to clients, don’t sell
•Thought leadership – through papers, blogs and other social media platforms
•Value adds
•Be proactive!

15. The Consulting Cycle
Marketing & Branding
Awareness
Interest
Sale
Scope & Proposal
Deliver
Satisfaction
Build relationship
Refer
Educate
Rebuy
Trusted Advisor

16. Marketing and BD activities
PHASE
MARKETING
BUSINESS DEVELOPMENT + CONSULTING
Branding
Differentiation
Website
Sponsorship
Networking
Contacts (CRM)
Educating
Conferences
Breakfasts
Webinars
Training
KeyPursuits + Touch-points
Educate don’t sell
Pro-active solutions
Blogs
Proposal
Templates(Clausebank)
Leads +opportunities (CRM)
Deliver
Templates (Clausebank)
Style Guide
Networking (CRM)
Speak the kind truth
Genuine concern
Build Relationship
Free stuff(Clausebank)
Social Media
Knowledge transfer
Providing constant value (touch points)
Social Media

17. Top 10 Client Management Approach
•Fortnightly client management meetings with the team
•Client management actions with timeframes and responsibilities
•Identify opportunities
•Get internal alignment and commitment: Who / What / When?
•Educate our clients

18. TOP 10 EXISTING CLIENTS
Company
Owner
Industry
Company
Company
Company
Company
Company
Company
Company
Company
Company
Company
TOP 10 CLIENT MANAGEMENT
TOP 10 ‘TO GROW’ CLIENTS
STRATEGIC PROSPECTS
Deliver well and aligned
Growing our Service Lines
Future Focus
Company
Owner
Industry
Company
Company
Company
Company
Company
Company
Company
Company
Company
Company
Company
Owner
Industry
Company
Company
Company
Company
Company
Company
Company
Company
Company
Company

19. GOVERNMENT
TOP 10 CLIENTS BY INDUSTRY
INFRASTRUCTURE
RESOURCES
Previous work
Know us well
Would use us again
Potential for work
Relationship needs work
Need to test further
Haven’t done work
Tested go/ no-go
Unexplored territory
Have no idea we have this capability
Need the introduction
Company (Owner)
CC
LTC
PG
C& P
OPI
Company (Owner)
CC
LTC
PG
C& P
OPI
Company (Owner)
CC
LTC
PG
C& P
OPI

20. Hunting Lions vs. Chasing Mice?

21. Client Management Actions –Our focus for the next fortnight
Action
Who
When

22. Client Management Meeting – Sample Agenda

23. Growing existing clients
•Existing clients = your biggest asset
•Prioritise delivering to existing clients
•Demonstrate you value them
•Reduce the marketing –focus on the relationship
•Be present through regular communication
•Build on the trust and credibility – continue to deliver your best work

24. Building emerging clients
•Trust = Speed
•Referrals through existing clients
•Regular BD meetings and value adds
•Educating not selling –thought leadership
•Leveraging industry associations, partnerships and sponsorships
•Asking if they need assistance in other areas
•Take into account client feedback
•Improve and tailor your offering to meet expectations
•1%ers –less is more but build up over time

25. Focussing on future strategic prospects
•Social media and thought leadership
•Focus on key industries and clients
•Look ahead for future events /dates
•Networking through industry associations, partnerships and sponsorships
•Speaking engagements, conferences
•Research the client –every client is different
•Engage the client –get them talking and build trust
•Under-promise and over-deliver
•Incentives

26. Build your pipeline and backlog through repeat work and referrals
•Leverage existing clients
•Do your best work, but under-promise and over-deliver
•Which clients are your business advocates and evangelists?
•Leverage the trust you have built
•Client surveys –can anyone else benefit from your services?
•Enlist your staff
•Incentives for repeat work or referrals

27. Engaging your entire business –are we all clear on our key BD messages and how do we ensure we are aligned?

28. Being a chameleon and not showing our true colours makes it impossible to build genuineconnections
You can’t be everything to everyone!

29. Follow Us!
www.easyconsult.com.au/blog
www.easyconsult.com.au