Tag: Client Development

Knowing how their business / organization works is critical before pursuing them for new business. You and your colleagues should ask and answer the following questions before you begin to pursue current, recent, or prospective clients.

Who is the decision-maker?
What other firms/companies are they using now?
When was the last time they hired a new firm or purchased a new product?
Do they prefer to communicate by phone or email?
What have you done recently to build a relationship with them?
Have you asked ahead of time who else will be attending the meeting?
Do you offer periodic review meetings regarding budgets, billing, timelines for the engagement process, and report format?
Do you know their pain?
How will financial decisions be made?