A good part of your success in 2016 will be contingent upon the strength of your relationships with your contacts and target audiences prior to new projects emerging. No strong relationships? No good work for you!
So, what’s the one thing to do to improve your opportunities and drive a successful 2016?
Manage your business relationships!
New work in 2016 will NOT be won by sitting at a desk and organizing emails and data sheets. Work will be won by personally engaging with your contacts and your audiences on a regular basis, understanding their needs and goals, and providing solutions to those needs at the appropriate times.
So, how do you manage your business relationships to prepare for 2016? You use November and December to re-connect and re-affirm your relationships with your current contacts and initiate new targeted relationships. And, make these two months the kick-off point to a year-long program of building your network and your target audiences in 2016.
How can you manage your business relationships in the next two months?
Identify three levels of relationships:
1. Got to luv 'em
Start with your #1 contacts (current clients, hottest prospects, best influencers) since your next project is most likely to come through that network. In the coming weeks:
PS – As great BD'ers know, it’s ALWAYS in your hands to tee up the next point of contact with your network.
2. Getting to know you
With your #2 connections, get something into their hands to help them be more successful in 2016. Perhaps, it's an article about construction cost trends, a summary of the latest information on design-build or trends in healthcare, education, retail or commercial development. It can be a simple email . . . "I was thinking about the importance of (TOPIC) and its impact in the coming year. I thought you may be interested in the attached article. I look forward to talking with you, more, in the New Year."
Be personal in your communications and know that it's about you taking the initiative to be a valuable part of that person's world and helping them to be successful.
3. Let's connect
This is where you're kicking off a new relationship. It can be tougher, but now is the time to initiate the process and gradually build upon that relationship in 2016. To know who to talk with, your firm should have a list of the best companies and agencies you eventually want to work with, whether you know them now or not.
All those in your firm involved in BD and marketing should know what companies are on that list and be on the lookout for those companies when attending organization and holiday events. When a contact from those targeted companies is met, you're off and running with building a new relationship that will benefit your firm down the road.
IMPORTANT: All your firm's contacts should be in a contact database (CRM) so you have the information readily available for future strategic marketing activities.
MORE IMPORTANT: No work is ever won by sitting behind a desk! Out-and-about personal engagement is the key to building relationships to build revenue!
Want more ideas on business relationship management? Email me at firstname.lastname@example.org.
Friday Chow is posted weekly, or thereabouts, to provide you with insights and considerations for AEC sales and marketing. Good stuff to feed your revenue engine!
When you're ready to improve your business development, marketing, and client relations programs, contact Red Hound Studios at email@example.com