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Times are changing – no longer can professional firms expect to have the business for themselves without excelling in the service they offer. It’s a competitive market and any point of difference is necessary to stand-out from the competition. We say base that on how well you engage with the client and it doesn’t need to take long!

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With the clock running take some time out to understand about your client’s business. Using a set of finely tuned questions and a practical canvas on which to record the information enjoy an effective conversation to showcase your offering and develop connections across the whole of the business.

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Be clear on how you will help the client’s business be more successful. Link to challenges and opportunities whether they be risk-based or developmental. Connect to the measures of success of their business and make it easy for them to say ‘YES!’

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With the business in the bag you have a natural place to go back to see where the client has got to. You have a basis on which to start the next round of work. Be ready – good news travels and others will be interested in this engaging approach!

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If there’s something or somebody in this story that reminds you of your workplace here’s a simple guide to how you would go about putting it in place .. with as much help from Big Picture as you need!

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