Your Prospecting
New business development
Checklist: Vital questions to ask new business prospects
April 23, 2010 | Author: Tim Williams
Essential questions to ask of a prospective client.
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Your purpose
Does your firm have a sense of purpose that transcends making money?
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Your principles
Does your firm have a set of beliefs that guide its daily business decisions?
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Your positioning
- Developing an effective positioning
- The argument for a differentiated business strategy
- Tools for refining and validating your positioning
Has your firm identified and leveraged its points of relevant differentiation?
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Your product
- Agency structure and core competencies
- Ideation and creative development
- One-to-one marketing
- Reputation management
- Strategic planning and development
Is your firm delivering excellence and offering the right services for today’s marketplace?
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Your people
- Job design, roles and responsibilities
- Management and leadership
- Performance planning and career development
- Policies and internal communication
- Recruiting and selecting talent
- Training and professional development
Does your firm have the right talent to deliver consistently high levels of performance?
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Your prospecting
Does your firm market its own brand and proactively manage the reputation of its own brand?
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Your process
- Intellectual property development and management
- Software systems and solutions
- Work processing and workflow management
How well does your firm manage its processes and workflow?
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Your place of business
Does your firm have a work environment that allows your people do their best work?
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Your pricing
Is your firm compensated for the value it creates rather than the hours it works?
"If you’re in the business of innovation, this book can help you create your own success instead of trying to copy the success of others. “Positioning for Professionals” is the best book on positioning since Trout and Ries’ Positioning: The Battle for Your Mind – and that was written 40 years ago!"
Joe Phelps, CEO, The Phelps Group
"To say that Ignition’s seminar re-energized me is an understatement. I have been raving about the change in approach you preached with our staff here and they have been eager to look into how we can incorporate this approach in our work with clients."
Antonio Garza, Anderson Marketing Group
"The concept of positioning was decades ahead of its time when it was born, and was all but forgotten when its time finally arrived. Except by Tim Williams. Nobody writing or consulting on the subject today has a stronger and more incisive grasp on what has become the most essential marketing principle of all. "
Bruce Philip, Author of The Orange Code: How ING Direct Succeeded by Being a Rebel with a Cause
"The best time I’ve spent for work for a while. Tremendously helpful, encouraging, reassuring and inspiring!"
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"Tim’s insights into the world of independent mid-sized agencies is incredible. Our session provided practical ideas we could put to use immediately."
David Bohan, CEO, Bohan
"I attended your seminar a few months ago and just wanted to let you know how inspiring I found it to be. And I mean literally inspiring. Listening to you inspired an idea that, after months of blood, sweat and integrated teamwork, became a reality and has gotten a huge response. So, thanks again."
Chris Corley, Group Creative Director, Bernstein-Rein
"A sharp look at the cratering landscape agencies face today. Tim’s presentation is an idea-generating carousel of strategies agencies need to succeed."
Jim Cronin, BCA Marketing Communications
"Tim Williams shows how by better positioning and differentiating their offering from the rest of the pack, professional firms ultimately help create a marketplace that is easier for us, brand advertisers, to navigate and as a result, significantly improves the chances for the right client/agency partnerships to emerge and drive business."
Bruno Gralpois, author of Agency Mania
"Easily the most valuable conference we've ever attended. We are full of excitement about reforming our agency. This was definitely a seminar about a big idea, and the differentiator we've been seeking so passionately all these years. Thanks for opening our eyes..."
Doug Smith, Chief Executive Officer, Ervin & Smith
"Loved Agency 2.5, as did everyone I know who attended. Fantastic work, thank you!"
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