Professional services: New client/customer acquisition
Background
Almost every company will lose customers over the year as part of the normal business cycle. At the same time companies must win new customers in order to grow as well as simply replace the lost business
Client issue
How can we win new clients?
Project questions
- What is the profile of our ideal customer?
- How many of these customers do we have?
- Why do they do business with us?
- How are we differentiated?
- What are the critical buying factors?
- Have we identified the potential profile customers?
- How should we communicate with them?
- What is the buying and decision making process?
- What sales tools do we need?
- What systems do we need?
- Who should be responsible for what aspects?
- What is the acquisition target?
- What skills do we need?
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