Business Development Playbook

How do you generate new business through existing clients? Is it harder/easier in a remote environment?

• Cross selling other services, complete work with quality and timeliness, touching base with client periodically. It’s harder in a remote environment, less personal especially with new clients or newer relationships. • Harder. You first have to gain a Clients trust in not only you but your team. This means having a PM that cares and produces high quality product with an aggressive and proactive approach - i.e. champion for the Client. Once the Client is comfortable with you and the team, you can request introductions and map to other geographic locations or departments in their company. The introduction meeting with the new group should start with an e-mail exchanged and/or phone call but must have an in person meeting to present the BL quals and team. • Always be asking them what is the next thing I can help you with AND doing a great job on the current project so they don’t question whether you can handle the next one or not. • Simply ask them what they are working on and if there is anyone else they know in the region that needs our help. We sell all services all the time and its amazing if we educate them, they tend to call us with possible new business and other clients from them. • It starts by doing good work for existing clients. This means always staying on schedule, meeting budgets, and communication throughout the project so there are no surprises. If you are seen as a resource, it makes it much easier for clients to refer you to others. Generating new business is more difficult, but surely not impossible, in a remote environment. My team and I find that you need to be even more in tune with every email throughout a project to be looking for new names and companies that provide opportunities for follow up. • Ask, ask, ask –Ask the existing client if anyone else in organization is doing same thing, ask client if there are other departments in their organization that could use our services, ask client if they have any friend/former co-workers in similar management positions.

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Business Development Playbook