Checklist for Securing New Business Opportunities PPT

This PPT slide, part of the 23-slide Winning New Consulting Business PowerPoint presentation, presents a dual checklist designed to guide professionals in securing new business opportunities. It is divided into 2 sections: "Always" and "Never," each containing specific directives for effective client engagement.

In the "Always" section, key principles emphasize the importance of over-delivering in client interactions. Establishing a "burning question" is crucial for demonstrating a deep understanding of client needs, which should include a focus on their personal and political motivations. The slide stresses that the most credible team member should lead client interactions, ensuring the right contact is in place.

The "Message" component highlights the necessity of refining selling messages collaboratively with clients before proposals are submitted. It suggests quantifying the financial impact of engagements to resonate with clients. Additionally, it encourages a clear positioning of one's offering against competitors, ensuring that value is articulated effectively.

Conversely, the "Never" section outlines pitfalls to avoid. It warns against insufficient client interaction, which can jeopardize potential opportunities. Ignoring the client's initial concerns is discouraged, as is delegating responsibility for proposals to less experienced team members. The slide cautions against last-minute involvement from partners and emphasizes the importance of a focused approach rather than a committee-driven one.

In terms of messaging, it advises against assuming that the quality of the proposal alone will guarantee success. Lastly, it stresses that relying solely on existing relationships is inadequate; proactive engagement is necessary to enhance all aspects of the client relationship.

This checklist serves as a practical tool for professionals aiming to refine their approach to winning new business, ensuring they adhere to best practices while avoiding common missteps.

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