Manning Charles & Associates Limited

#3 –Getting Business + Keeping It ( An Overview)

Peter’s Tips © July 2009 Peter M Salmon and Manning Charles & Associates Ltd

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Positioning your firm/offering

Identifying opportunity

Thought LeadershipProfile raising

Developing RelationshipFace to Face selling

Closing the deal

Execution

Close out

Peter’s Tips on Practice Management

Reference to new opportunity with this client and/or another Identify + select markets, develop offerings

Manning Charles & Associates Limited

#3 Getting Business + Keeping It (An Overview)

• Let’s not beat about the bush, this is what we all want to do, gain new engagements – so call this critical activity by it’s name – Getting Business

• Diagram illustrates the key phases in the cycle, which I have identified as:-– Target

– Lead Development

– Selling

– Delivery

• Various activities take place within each phase, the major ones are shown in the diagram – it is important that this cycle, phases and activities, is understood

• Each phase occurs for each client and client engagement, but for various reasons the extent of each phase and the activities within may vary

• Once we have the work we have to deliver, excellently• In this way we can achieve the aim of Keeping It, that is we are positioned

favourably for future work with that client• In addition we can ask the client to act as a referrer• Over time I will write in more detail on each element.

2Peter’s Tips © July 2009 Peter M Salmon and Manning Charles & Associates Ltd

Peter’s Tips on Practice Management

Manning Charles & Associates Limited

Peter Salmon – Principal - Manning Charles & Associates Ltd

• Peter is a senior executive and consultant with an extensive business management, professional services leadership and delivery background. He combines this with significant organisational change, business assessment, and resource management experience. This is complemented by having worked in a number of countries and a varied range of business sectors.

• Peter's consulting experience includes IT consulting, general consulting, financial investigations and valuations, and litigation support. His other experience includes practice development, practice management including service economics and profitability, quality assurance and resource management.

• This knowledge and expertise is combined with a strong record of achievement. For many years Peter has worked with CxO level executives, management and staff to provide business focused outcomes to issues.

3Peter’s Tips © July 2009 Peter M Salmon and Manning Charles & Associates Ltd

Peter’s Tips on Practice Management

Should you wish to contact Peter on this or any other matter, where he might be able to assist then :-

Phone:- +64 21 533651, orEmail:- manningcharles@woosh.co.nzMail:- PO Box 25197, Panama St, Wellington 6146, NZ