Unit 3 | Priority Management
Business Development and Client Retention
Business development is a process, and at each phase there are tasks and considerations to account for in order to move to the next phase and achieve your objective. For example, consider the Evaluation Stage: to know your client is to know how you can best influence the outcome and, consequently, your sales numbers.
The Three R’s
To produce consistent and predictable results, consider your performance in light of the three R’s:
Everyone you deal with needs to know that they can depend on you to keep your word, follow through, and ultimately provide the desired results and peace of mind. This means your performance must be repeatable. You may be lucky once but without a process or system to guide you, your actions or performance are unpredictable and unreliable.
“We are what we repeatedly do. Excellence, then, is not an act, but a habit.” – Aristotle
Business Development is Process Driven
As with any good quality control program, where you want to produce consistent and predictable positive results, successful business development must follow a system or a program. Systems and processes do not need to be rigid and restrictive. To the contrary, we will help you develop a system that works for you and with you to help you achieve the results you want.
The following flow chart illustrates the beginning and foundation steps in the Business Development process.
The Foundation Steps for Business Development