In a tougher environment, professional services firms need to be more efficient and effective at capturing any revenue there is out there, now and when the market turns upwards again.
‘Sheep dip’ sales training programmes will not deliver the efficiency and accountability required to drive sales in a challenging environment.
Small ‘internal networking’ units with a maximum of 20 ‘members’ from various practice areas and sectors with possible convergence who meet once a week for one hour to share their (or their clients’) requirements and identify who can help.
A workshop with a group servicing related clients/client needs to identify opportunities to change what or how services are offered to make the most of short/medium-term market conditions.
Selling in The New Normal:
SWAM’s WINNING FORMULA