In the 360° client lifecycle, your goals should always be the following: convert prospective clients into profitable ones, earn multiple transactions from them, defend those high value clients, then annuitize quality referrals from them.
Mastering the full 360° circle of Relationship Management!
Converting a prospect to a client and winning referrals, the ultimate goal for any relationship manager. Whether you are in private, commercial, investment banking or insurance, real estate, and other financial sales, your product is only as good as your presentation. Furthermore, the "hows" will trump the "whats" in your commodity driven worlds, when executed prudently.
We leverage your soft skills (art) with proven processes (science)!
Defending & growing the practice (current revenues) while developing new, profitable clients systematically. This is the absolute goal for every attorney: Rainmaker!
Mastering this confluence is an extremely lucrative but elusive art form, even for seasoned attorneys. Your practice can immediately generate additional revenues, all without disrupting your existing business model.
We enhance and boost your current practice with seamless, complementary processes and additives!
You need to tend and defend your portfolio of work while fully harnessing your networks for additional, future revenues!
You may be a partner/associate of an accounting or other business consulting firm. You are busy working on your current project(s) but what happens when they end? That's the slipperiest of slopes! You must successfully focus on future revenues/business without interruption to your current revenues.
We infuse a system to earn new business while defending your current clients!
“The way you position yourself at the beginning of a relationship has profound impact on where you end up.”
I am very comfortable at developing new business but, why I am not converting more prospects into closed, profitable clients?
Lack of a recurring, diplomatic follow through plan. Too much and you are remembered (as pushy). Too little and you are forgotten. According to a study by Harvard Business Review, it takes a minimum of six to ten personalized, two-way touchpoints (F2F, video, phone, email, etc.) after your initial presentation with the prospective client to win their business. You need to design a clear, appealing drawbridge to build their trust then convert them into clients.
As a seasoned professional, I am known as a subject matter expert and have access to influential people but, why do they not send me more business?
That answer is the subtle but stark difference between a "Rainmaker" and someone who does well enough or someone who perpetually struggles to grow his/her portfolio. They like are all equally capable, hard working, and intelligent. However, the former staunchly knows his/her target audience and executes a simple approach and process to ensure quality referral longevity. Becoming a Rainmaker is: not always difficult but sometimes tricky, not time consuming but priority intensive, and not a trade secret but an uncommon formula. The details of success are hidden in the efficacy of those "non-revenue generating" hours, activities, and behaviors. Once we decipher, convert, and redirect that same work and energy, the results are axiomatic and progressive. One of the most sought out lessons in our proprietary system is the automation of high value transactions by nurturing your existing and new COIs (centers of influence) and book of clients.
What motivates potential corporate (private and public) clientele to change their service provider?
Upgrade: Their current provider too small and cannot meet or sustain the growth trajectory of the client.
An inevitable problem for small companies.
Service break: Their current provider failed them, disagreed, declined, or a conflict of interest exists.
An inevitable problem for global companies.
New transaction: They have an upcoming transaction that requires a unique specialty not provided by their current provider.
Potential Issue for any company.
Change: There is a shift in executive leadership, or the company is the target of an M&A deal. This results in a change of multiple service providers.
An inevitable problem for every company.
Outside of these four major triggers, most of your prospects will continue to remain highly unmotivated buyers.
That begs the most important question below.
When, why, how, and where is the one of those triggers happening?
If you cannot control those answers, you need to circumvent spending any more unfruitful “non-revenue generating” hours. Instead, create a meaningful, laddered campaign to stay in sight and in mind so you are there when they truly need you for the next venture. Our forward-thinking methods help build you a scheduled outline to a long-term, sustainable pipeline of quality prospective clients.
Please supply the following:
Industry/sector, group size, perceived obstacles and expected outcomes and timelines. We will then contact you to delve further.
Please tell me a little about:
You, your background, your perceived obstacle(s), and your ultimate goal. We will then be in touch shortly to discuss sales coaching & executive coaching.
Please supply the following:
Your industry/sector, target audience, timelines and expected keynote topic(s), sales coaching, or other topics to cover.
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