Top Ten Benefits of Using External Client Acquisition Help

By Tom "Bald Dog" Varjan, Organisational Provocateur

Yes, everything can be figured out, but it may take a long time. If there is someone in your industry who does what you do in an easier and more profitable way, the limitation is in you.

By seeking help from "outside" you overcome your own inherent limitations, and can start scaling new heights of success.

1. You gain leverage by not employing a full-time business development department (or person), but have unbiased expertise at your fingertips.

2. You save money by not paying vacation pay, sick leave, insurance, pension and other fiendish expenses.

3. You gain access to expertise from outside your own industry that in turn will better differentiate you from your competition and help you to avoid business incest, that is, the "My industry works that way" trap.

4. You gain new perspectives and insights because, unlike you, an unbiased outsider is not emotionally involved in your business, so s/he has the uncanny ability to see what you need even before you need it. You will hear what you need to hear - even if it is painful, not only what you want to hear and your employees dare to tell you.

5. You gain better clarity and focus, so you can better deploy your business development resources.

6. You start using new techniques instead of wasting your time, money and resources on "trial and error" methods and concepts your whole industry is using.

7. You start filling your gaps with innovative, less known and even less used business development tactics. That means further differentiation from your competition.

8. You make better sense of the business development chaos as your advisor constantly offers you new ideas, concepts and programmes in attracting and retaining great clients.

9. You will be able to better develop innovative business development systems. With systems, your effort becomes duplicable, so you can create measurable predictable outcomes any time you want to.

10. You have worked hard, so now have some fun…With a system in place, you can step back, recharge your batteries and focus on projects of higher calling. Your business development system is humming in the background, bringing you qualified prospects on a pretty predictable basis, thus you can avoid service businesses' greatest fear: The feast and famine cycle.

A good client acquisition system is one of your greatest aid in your business. With the help of your advisor, you design and develop a comprehensive client attraction system, which provides you with a steady stream of qualified prospects who are ready, willing and able to buy your services without being sold to.

Once or twice a year you may re-hire your advisor, so together you can tweak your system a bit, but that is all. Your client attraction system is quietly humming in the background, bringing you the kind of "ideal" business you want for the rest of your business life.

Remember: Decision-makers hire professionals they trust. Traditional business development tactics destroy trust. Complete the equation.

Copyright 1997-2010 Tom "Bald Dog" Varjan. All rights reserved. You are free to use this article in whole or in part. One favour though: Can I ask you to you include complete attribution, including a live website link. Also, can you please let me know where you plan to publish the article.

The attribution: This article was written by Organisational Provocateur, Tom "Bald Dog" Varjan of Dynamic Innovations Squad, a firm specialising in helping consulting firms to sell their expertise at the highest margins. Get Tom's free Practice Management Black Paper when you sign up for his monthly newsletter, Commando Consulting: Lessons And Practices From The Ultimate Professional Service Firm, The Military. Visit Tom's website at http://www.di-squad.com.

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