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PM Forum - Manchester
Building the ultimate sales firm
Chris Hughes from The Hughes Company gave the PM forum its first seminar of the summer months in Manchester. The personal development coach was tasked with providing the members with a boost to their business development skills – something that is always welcome in the competitive environment of professional services marketing.
Chris kicked off the session by asking the group about the challenges that stand in their way to developing sales. Determining responsibility, talent pool and time pressures were all put forward. However, Chris emphasised the importance of getting the buy-in from all staff as the greatest challenge. And the best way to the heart of a senior partner is to convince and prove that business development will save them time and will win more business.
Once buy-in has been achieved with the appropriate decision makers, a business development team must change its mentality and approach to selling. By understanding that selling is about building relationships and demonstrating how your services can help a client, the team will be far more successful.
However, to achieve success in business development, Chris singled out time management as the most important factor. Chris suggested that the group divides its to-do list into £10 and £1,000 tasks; those that are low-value and menial, and those that will add real value and are revenue generating. Making room for the £1,000 tasks during the day will stop the £10 tasks, such as administration, internal meetings and reporting, from taking over.
Overall, Chris gave an entertaining seminar and left the group with some key ideas that will support their efforts in winning business for their firms.
Alastair Henry
MC2
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