Business Development Playbook

How do you generate new business through existing clients? Is it harder/easier in a remote environment? • Good relationships and keeping them tight. Same but different in remote environment, its about the bond. Sometimes the video screen can “let you into the clients home” whereas creating a tighter bond. It all comes down to communication and the bond with the person. • Good performance and inquiring about what the client may be planning next is essential in generating new opportunities (repeat business) with the client. Asking the client if they would be willing to serve as a reference, or write a letter of recommendation that can be used by potential new clients to verify our performance is important. It is also a good idea to ask clients for introductions to other potential clients, brokers, financial institutions, etc. • Ask for introductions to folks that run other departments/projects/programs. if your client likes you, they will gladly introduce you to others within their organization and recommend you to them. If the new department/program is outside your discipline, act as the facilitator and bring another BL person to the meeting who is the expert. This is generally harder in a remote environment because in person, your client is often in the same building as the person s/he wants to introduce you to, and can walk you over. • I usually check in with clients that we want to do business with, even if we do not have an active project. Keeping in touch keeps you to the front of mind. I have found it is harder in the remote environment because conversations tend to be more business oriented. When in person, you can develop a stronger relationship beyond a project. • The best way is to ASK for more work. This is easier when you are doing a great job on existing projects - on schedule, on budget, quality work product. That makes asking easier, but you still have to ask!!

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Business Development Playbook