by Anna Kennedy | Feb 17, 2017 | Business Development, Client Management, Sales, Thought Leadership
You’ve finished delivery. You need to tie up all loose ends – and get the customer to sign-off that you’re done and to pay you that final invoice…
by Anna Kennedy | Feb 4, 2017 | Business Development, Client Management, Thought Leadership
The contract’s signed. You’re about to start delivery. Only you know the detail of what happens when your business is delivering its services, but customers often get a feeling of abandonment by the people they’ve met from your company (and have come to trust),...
by Anna Kennedy | Jan 20, 2017 | Business Development, Business Planning, Marketing, Sales, Thought Leadership
You’re in the PRESENT and PROPOSE sales stages. Deep into the sales process, you’re building the customer relationship – extending it from the person you initially spoke with towards other important players on the customer team and your own. Mostly, customers want to...
by Anna Kennedy | Jan 13, 2017 | Business Development, Marketing, Quick Tips, Sales
During the dating stage, you’re educating the customer and bringing some influence to bear on their customer journey. Obviously the earlier you can get in on the conversation, the more influence you have over early judgments and decisions that the prospect is...
by Anna Kennedy | Jan 2, 2017 | Business Development, Quick Tips, Thought Leadership
Key personality traits fit the various stages of the business development lifecycle, as shown in the table below. Lifecycle Stages and People’s Personalities Stage of the Business Development Lifecycle Personality of Your Team Member EDUCATE: Served by marketing...
by Anna Kennedy | Dec 15, 2016 | Business Development, Business Planning, Marketing, Sales, Thought Leadership
Beyond just a sale, the customer is buying much more than the services you deliver, as I discuss in an earlier blog ‘Being in control’. Ultimately, the customer is buying the whole experience – every aspect of the interactions between you and your customer is part of...
