Most of our blog entries can be read in two or three minutes. One or two go into greater depth and others are bite-sized. All are intended to share with you insights, ideas or inspiration that we hope you will find useful, interesting or energising.
Blogs about New Business Development
At one time or another, many of us will have participated in a meeting with a prospective new client, supplier or business partner where, despite our best efforts, the conversation doesn’t flow. In this blog, we’ll look at some of the strategies that can trip us up and how sometimes, paying attention to the little things can yield big results.
Many different cultures and countries around the world have variants of the proverb: ‘The cobbler’s children have no shoes’, meaning that the person or entity involved fails to give themselves the benefit of their own professional expertise. It is our experience that this holds true for many smaller service businesses, so why might that be, what are some of the opportunity costs and what can be done to rectify it?
As experienced business coaches, we are yet to meet a Client who wakes every morning wanting to buy time from a B2B service provider. Yet we regularly meet service providers who sell their value as an estimate of the time required to create and deliver it.
One reason for this is an absence of a clear product and service proposition. The outcome is invariably that the service provider’s cost to serve is higher than estimated, and the value delivered to the Client is lower than it should be, leaving the relationship vulnerable. Why does this come about and how can we build value into sales that achieves better outcomes for both parties?