For many years ‘Iron’ Mike Tyson was the most feared fighter on earth. He famously stated that all opponents have a plan until they get punched in the mouth. I would argue that for the vast majority of professional services firms, Covid-19 has been the equivalent of that punch to the head.
Well, post Covid, your previous best laid plans for growth may well need a rethink. Whatever great strategic plan you had to get to this point, however successful you have been, it is no longer guaranteed to get you where you want to go now or in the future.
When it comes to increasing client instructions, fee income and overall profits I strongly encourage you to move from merely a ‘surviving’ mentality to one of ‘thriving’ as you progress forward.
Two types of firm will develop as we navigate from these turbulent times. The first, those who end up having to make furloughed staff and those on reduced hours redundant and the second those who generate enough work for when the furloughed staff return.
Therefore, if your lead generation and business development activities have been on hold, now is the time to reboot and reset.
Here are some very important questions you need to find answers to, to get you started on the road to recovery.
What business are you really in? What is the result of what you do? Why do you exist beyond making profits?
Who is your ideal client? What client problems are you solving?
Why do people need your product or service at all? Why do they need it now rather than wait?
Why should they buy it from you rather than someone else?
What do you do differently from other providers? What is your edge?
What do your clients and staff think of you? Remember that clients will not fall in love with your business until the staff do.
Do you have a written plan as to how to win more new work?
Should you need help in finding answers to these and many other pressing questions contact us to arrange a short meeting or Zoom call to discuss your particular situation or download the eBook ‘10 Immediate Actions to Generate Revenue & Cash’ from the website.