Connecting with Potential Clients

Over the years, we have seen professional services firms connect with clients in numerous ways.  Each firm should be prepared to address three phases of the client relationship.

How are you participating in New Client Engagement?

Sponsorship and/or Participation in any of the following:

• Nonprofit Events
• Community Awards Sponsorships
• Volunteer Opportunities
• Professional Associations
• Community Associations
• Industry Associations
• ...

When we talk to firm leaders and CEOs, we understand how leadership priorities can shift.  Growth is the highest priority in 2019 and 2020 according to the most recent Gartner Business Consulting Survey.  

While workforce development is still in the top 5, Company Structural Development ranks second in business priorities.  In other words, leaders need to coordinate talent and efforts to produce business growth.  

Dots Grow does exactly that,...

Associations are watching a number of key members nearing retirement.  In addition, Young Professionals do not see the need to gather in person to gain industry information.  Professionals are also moving in and out of the industry with career changes.  

Board members and association staff feel a responsibility to membership so there are considerations such as:

• Budgetary Constraints
• Searching for appropriate non-dues revenue
• Member time...

• Have you seen subtle indicators that your industry is changing?
  
  
• Is your company keeping a close eye on industry and local competitive changes?
  
  
• Do you have a leadership team who understands that the market is alive and well, and status quo will not meet the needs of current changes nor changes in the future?
  
  
• Are you losing clients or employees in the wake of current changes or changes in the future?
  
  
• Are you a leader who is not fooled by a momentary calm?
  
  
• Do you see a...

We are used to fitness expectations and routines for physical health, mental health and financial health.  What about your company’s new business development health?    

Networking is a critical wave in building business relationships, whether your focus is new clients or referral partners.  

In a recent talk at Commercial Real Estate Women at the James Center, we discussed the many ways in which employers’ value...

You know the stereotypes…  The highly capable professional with a downward glance and an awkward entrance to the latest networking event.  

Span across the room and find the professional who has everybody around, boisterously laughing as the crowd gets larger.  

Who brings in the most business?  Appearances can be deceiving!

In this case, the shy professional became the leading firm representative, increasing the book of business...

What Goes Beyond Business Consulting?

Business Consulting has historically been a popular way to strengthen organizational deficiencies and build for the future.  Many well-known business consulting firms sell on reputation and stick to templates of past success.  From our client research over the past years 15 years, we have seen increasing frustrations over time commitment, lack of specificity and bias toward selling more services to the company. ...

Most Impressive Intern Interviews

As we interviewed some of the best and brightest interns across the country, we were overwhelmed, and sadly underwhelmed by some of what we saw.  It also occurred to us that much of what we saw has relevance to a sustainable system for bringing in new clients.  

First, the positives!  

The best introductory comments in an interview….

When asked why one candidate had contacted Dots Grow, the intern set...

You may have more business than you have qualified staff right now.  If you do not have a proven way to attract new clients, efforts to train staff for existing business may be fleeting.   

It seems obvious but the concept eludes professionals in specific roles within organizations.  We were asked to help many firms because they were missing key components to attract new business.  Before we can talk about how to create a thriving...

Whether you are a current executive, an aspiring manager, or a young professional, you may be surprised to hear how the roles of typical executives have changed.  Are you preparing and adapting? Let’s explore.

Chief Information Officer with a Sales Background? What?

“Companies will seek “hybrid” CIOs who have not only business savvy but also experience with analytics, organizational design, and infrastructure— and who know how to...