Relationships are key to service businesses, as what you sell is intangible. This requires carefully choosing your target prospects and positioning yourself accordingly, requiring marketing, sales, and your fee earning departments to work together to:
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Be more selective and targeted about the deals you pursue and the type of clients you serve – including pushing back on unfavourable terms and conditions or aggressive discounting demands.
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Boost client referencability through higher NPS, leading to a spiral of satisfaction, referrals, new business wins, and larger pipelines.
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Pursue market expansion by winning a higher percentage of revenue from new clients.
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Increase deal pipelines, win more bids, and build more backlog.
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Improve financial results: including achieving a higher % of sales forecasting, boosting forecasting accuracy, shortening sales cycles via better deal qualification, and optimizing revenue per account.
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Ensure a profitable balance of work that maintains high engagement to reduce churn and retain vital talent.
