I already know the answer to my favourite question. Even before they say anything. They never let me down! "Winning New Business" or something similar is what they all say. Sometimes it takes a while to come out after all the cashflow, employee issues, competitor tactics and market conditions are discussed. Inevitably, though, the discussion ends with the biggest challenge of them all - winning new business.
After a few seconds of silence and an engaged look, I ask "Do you want the good news or the bad news first?" They usually want the bad news first to get it out of the way. "The bad news is that it is not easy, there is no magic and free method and it takes hard work and focus. Do you have enough focus and resilience to try something new?" They usually smile at this stage. "Yes. Okay. What's the good news?"
"The good news is that you don't need miracle workers, you have a good offering already and you just need to get everyone to stick to a good client-centric process. How does that sound?" I then proceed to outline an approach that can deliver them better and more sustainable results. "Oh. And your sales people will send out half the number of proposals they send out today and convert double the number of leads... based on my past experience with other clients. Does that sound interesting?"
Have a look at some of the tips below and if you would like to have a more detailed chat about winning more new business in your business... let's talk.