The Business Development Story That Changed Everything for Kevin Clem

Description

Mo asks Kevin Clem: Tell us a business development story that you are really proud of.

Kevin tells the story of a completely cold lead that turned into a full-fledged prospect after five years of near silence.
By helping the prospect without asking for anything in return at the beginning, Kevin kicked off a relationship where when the timing was right, the client asked for him to sell him on working with him.
Of the four parts of the relationship building process, the listen and learn stage is one of the most important. Kevin brought his prospect into a round table conversation that showed how HBR has worked with other clients in the past, and that created the curiosity that led to the sale.
When you build enough curiosity and do the process the right way, the client is pulling you towards taking the next step instead of you pushing them.
The best result you can get in professional services is a warm referral. If your client is willing to do that, that shows a huge amount of trust.

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