OUR FOCUS
We know you are focused on serving your clients and business development may not be easy for you.
The critical factor in any successful business development strategy is information. Know where your best clients come from, and how to clone them. Client referrals? Centers of influence? The fastest-growing firms leverage their relationship capital to increase the likelihood of getting that “powerful introduction” and shortening the sales cycle. Better focus = better results.
SERVICES
LEAD GENERATION
Has the well of prospects run dry? We will help you build and implement the most effective lead generation strategies. We can help to shorten your conversion and help you get prospects out of the pipeline that are a distraction and have little chance of closing.
STRATEGY
Know where your best clients come from, and how to clone them. Client referrals? Centers of influence? Organic growth? Better focus = better results.
WORKSHOP
Our workshops are custom programs designed to provide a crash course in business development. Learn best practices for increasing lead generation and improving your lead conversion. Full-day or half-day programs available.
• Learn how "buyer psychology" can impact your lead conversion success
• Discuss firm differentiators and learn how to leverage them
• Identify your “ideal client” and learn how to clone them
• Pinpoint the sources of new business that work for you
DISCOVERY TOOLS
Prospect meetings can be a critical turning point in any business development process. The best firms talk 20% of the time and use the remaining 80% to learn the pain points that plague the family in question, using custom discovery models to cover critical aspects of the family’s wealth.
• Identify pain-points that help you connect with a prospect
• Learn about your competition to help uncover your blind spots
• Detect a family’s priorities so that you can focus what they care about the most
PIPELINE MANAGEMENT
Are your business development meetings a waste of everyone’s time? Are they productive? How often should your team meet to review the pipeline? Does your CRM provide your team with the information to make informed decisions about your opportunities? Avoid prospects “going cold” with a well-honed process. Our time-tested client acquisition team meeting agenda has been proven to produce results.
• Find a CRM System that works for your firm
• Next steps for active prospects
• Learn the power of a well-timed email
JUST IN TIME COACHING
Business development is often like dating. Too much attention applied can make any prospect run the other way, but too little attention can also leave the wrong impression. The right amount of follow up communication can keep you top of mind and prevent a potential relationship from going cold. We know it’s a fine line, and we’ll help you walk it successfully.
• Discuss next steps on active prospects to help you feel confident about your next interaction
• Develop an effective meeting strategy for COIs
• Create an actionable agenda to help move your pipeline
OUR PROCESS
Our process begins with a phone call. We stop and listen to what you need the most.
CRASH COURSE
Our process is tailored to each firm and we begin where they need help the most, but most often, it begins with an in-depth crash course in Business Development Basics. We delve into:
- Lead generation
- Lead conversion
- Buyer Psychology
- Highly Profitable Client Profile
- Metrics for Success
- Obtaining Power Introductions
ONGOING PIPELINE MANAGEMENT
Are your business development efforts lacking effectiveness? Are you struggling with advancing opportunities that you know you should win? Don’t worry, you’re not alone. We walk you through the discussion, helping to prioritize your pipeline to the most legitimate opportunities, define next steps for each one and help set the path to win the client.
AS NEEDED JUST IN TIME COACHING
You met a prospect at a fundraiser. Now what? A phone call? Email? Flowers? We tell you what works, and what doesn’t….and what makes you look like a stalker. Sometimes all it takes is a fresh perspective to know what to do next.