BECOMING A GO TO PROFESSIONAL

Training

Preparatory work

My best experience in dealing with clients

My worst experience in dealing with clients

What do I do well in dealing with clients ?

What do I feel difficult to do when dealing with clients ?

What do I think that my role is in terms of business development ?

What do I miss to winning new business ?

What is important to me in client relationship handling ?

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Objectives of the training

Introduce you to best practices in business development for value shop firms : moving from reactive to proactive business development

Theoretical canvas : “Go-To professional” principles into connective selling approach

Provide you with tips and tricks, techniques to proactively manage client relationship aspects

Practice principles based on your experience and current projects and questions

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What is key to Value Shop1. Breadth and Depth of knowledge – understanding the problem and finding right alternatives2. Valuable People through :

– Training and choosing projects that develop their experience– On-the-job coaching of juniors by seniors– Promotion system that allows juniors to evolve to seniors with accrued management

and business development roles3. Reputation :

– building blocks for competencies – smart people and challenging problems.– all visible jobs must end well + engage in pure reputation-building activities.

4. Strong relationship with clients– by investing in understanding clients’ problems and by finding ways to tailor the firm’s

activities to the problem at hand5. Technology

– To improve diagnosis and evaluation of alternative solutions– To enable team member collaboration through collaborative technologies

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Managing Sales funnel proactivelyFinding the right projects for the right clients with the right people

Attracting a new client costs 7 times more than additional sales to existing clients

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What connective selling is about

Evidence that you understand their sector, their business and their situation.

And, once they trust you, your contact will look to you for help in:– Clarifying their problem.– Identifying possible solutions.– Reassuring them that they are making the

right decision.– Delivering the solution on time and on

budget.

A hard sell To be told how to run their business Poor preparation Not acting as a team Over familiarity. Passiveness.

Clients do want Clients don’t want

Connective selling requires you to be able to :-- assess situations accurately, - build long term relationships and - create mutual benefits.

Your job as a professional is to develop a trusting and collaborative bond with your contacts.

Building rapport

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TIME AN

D EFFO

RTPartner

Preferred supplier

Vendor

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Becoming a Go-To Professional

It is not about marketing or business development, or technical competence.

It is about what makes people distinctive in their chosen profession and what makes them attractive to clients.

We will focus on :-Techniques- Attitudes* Out of scope of this training

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Moving from …ordinary professional to Go-To professional

Value chain Value shop

tends to be product-focused takes a wider business focus

sells only within their own specialism sells for others in the firm too

is prone to think short term thinks long term

is likely to be reactive is proactive

responds to existing and stated needs spots and influences future needs

goes for the biggest deal now positions himself and others strategically for the future

thinks ‘seller’ and his products thinks about the ‘buyer’ and his needs

On a scale from 1 to 5, how would you rate yourself ?

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Connective Selling approach6 steps

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Building rapportANDFinding opportunities

Pitching for work

Retaining clients

Gen

eral

Proj

ect

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Let’s practice

How do the steps match with your day-to-day ? What steps are you generally involved in ? What steps do you think you should be involved in ? Which steps would you like to be more involved in ? What obstacles do you see in being involved in ? Which step do you prefer ?

Karin Maquetkarin.maquet@kammco.bewww.kammco.be+32 473 910 538