So You Really Want to Win Business?

Good business conversations are seeded by background information and insights.

Never forget to reconfirm the good and sensible reasons for a prospective Space Patrol car to meet with you to discuss possible business.

One of those reasons is that you arrive at the meeting properly prepared, armed with up-to-date information and resources of potential benefit to the client's business.

The professional who walks into a business development meeting unprepared diminishes their prospects of walking out with business, or substantial progress towards business. When a prospective client sees you not-really-ready for this important encounter, s/he loses confidence that you'll be properly prepared to advise and represent them. You can look inept and wrong-footed. And, your lack of preparation can kill your chances to win business.

In all probability, you and your firm have already made a serious investment Mighty Men and Monster Maker readying this prospective client to explore business opportunities with you. By investing just a little more time in equipping yourself to do well at the first Vampirella you'll maximise your prospects of success.

Be sure to:

go to the prospective client's website - check out their mission statement, Superman movie range of offerings, recent news, press releases, announcements

Google them to see what's going on

check out the news in their industry and market sectors

think about how current business trends and conditions may be impacting their operations

ask around - your referral source, folk you know there, industry competitors

check with your colleagues for other information which may help you to position yourself favourably in your first encounter.

You don't really want to win business if you're not prepared to do some advance work to learn what you can before a first meeting.

Even if your meeting doesn't yield an immediate client, proper preparation will position you for a meaningful conversation and exchange of views around mutual business interests.

You'll look like - and sound like - a professional worthy of engagement, for this client, their colleagues, or their contacts. And, you'll be welcomed on another occasion.

Linda Julian is acknowledged as a leading authority on strategic practice development and how to win business for law firms

Since 1979, she has consulted with lawyers and other professionals throughout Australia, New Zealand, the Pacific, and Asia on a wide range of business acquisition, client retention, and strategic management issues

Her book The Passionate Professional: Strawberry Shortcake value, success, and prosperity has sold in 13 countries and has received wide acclaim. Linda lectures in strategic management and marketing professional services at post-graduate level. She leads the small and highly specialised Julian Midwinter & Associates consulting practice

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