"How are you going to win more business in 2012?"
This is a question I always ask at this time of the year because now is the time to plan for 2012.
As I am sitting with business owners to help them plan for next year, I see that their immediate focus is on winning new business from new clients.
My focus, like that of my clients, is on winning more business, but I start from the inside out. I focus the client on considering their current client base in the generation of more business.
At a recent talk I gave to a large group of sixty business owners and managers, I asked this question -
"Hands up if you are satisfied that you are extracting the maximum return from your existing client base?"
No hands were raised.
That quick survey of business owners and managers is indicative of businesses today. In the rush to get out there into the market to find new clients, the potential return from their existing client base is being overlooked.
As you plan for 2012, it is vitally important to consider how you can win more business from your current client base before you consider the wider market.
Below are a few questions to help in this regard.
1. What are your core, ancillary, and potential offerings?
2. Which of your offerings has the greatest potential to generate you more business in 2012?
3. Who from your existing customers do you have the greatest potential to win more business from in 2012?
These questions are important and are designed to help you plan for 2012.
I want you to get out there and win more business. However, in doing so please do not underestimate the potential win more business from your clients.
How can Next Chapter help?
Have you considered a 'Win More Business in 2012' session?
This is a 1-2-1 meeting with you and/or your team, to discuss the Structure, Focus and Action around your sales and marketing plans for 2012.
If you would like to book a 'Win More Business in 2012' session which is designed to give you an outside perspective, advice and direction on winning more business in 2012, please contact me on 0877666220 or at john.jordan@nextchapter.ie