Yes, it is possible to get off the RFP hamster wheel.
In Part 1 of their deep dive into the "Create, Choreograph, Contract" framework, John and Mark uncover the secrets behind creating the firm you want by breaking down different market segments, leveraging your network, and the power of proactive opportunity creation. In this conversation, you'll learn:
- The "iceberg" concept, which reveals a majority of potential clients are in the passive and status quo groups, offering hidden opportunities.
- How referrals from known individuals can accelerate trust-building and lead to quicker, more successful client acquisitions.
- Why developing account and segment development plans are crucial for gaining a deep understanding of clients and targeting new business.
- How proactive opportunity creation can reduce competitive pressure and lead to more fulfilling engagements.
- Using conferences as a prospecting example for targeted outreach to expand your network.
Stay tuned for Part 2 and 3 of this business development framework.
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