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!
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.
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!’
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!
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!