If you work in a services business, whether recruitment, PR or advertising, the new business pipeline is the lifeblood of your business. If you are good at it, your career progression will streak ahead of others. Here’s how to get a dry pipeline in to tip top order, fast.
Know This Nightmare?
The agency is flat out on big projects. Midnight oil being burnt. Pizzas being ordered late at night. Everyone’s on edge. Then, suddenly, several projects come to an end concurrently. You check out the revenue forecasts for the next three months. Oh dear. There’s a big black hole in identified client work and revenues. But your salary bill does not drop with the revenue, unless you take drastic action.
So-you call an urgent new business meeting (you used to have them weekly before they fell by the way side when you got busy- remember?). “What’s on the list?” Oh double dear. Not much. CRISIS! You need a robust, relevant new business list, fast. But how do you select client targets where you will get their attention and get a meeting?
Here are five proven ideas to get a robust pipeline list of targets together, fast.