With luck your client’s budget is approved. After all, your client submitted their first draft last summer. The budget got worked, changed, adjusted, and reconfigured. Now it’s real. So, what is your client focusing on as the New Year starts? Those who know the answer are in the minority—but clearly have an edge.
Time to hightail it to your top clients to find out—even if you think you know. You now have a rare second chance to confirm where clients are headed and why—and these second chances don’t come often.
Call or go visit your clients while the year is still fresh. Be the first to understand how your client is thinking about:
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Changes to cybersecurity since the Marriott incident
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How tariffs are impacting sales
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What tariffs are doing to supply chain agreements
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New goals and priorities
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Surprise initiatives introduced by management
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Changes in their litigation settlement rates—they are plunging overall
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New matters coming up this year
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What kind of complexity your clients face
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Most pressing needs and priorities
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Resources they have and need for the year
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What informal things you can do to help
You will learn the direct route to getting new business and position yourself as the one who cares more than anybody else—the most influential factor in getting hired. The second chance doesn’t last long—because someone else just might get there first.
We will be discussing these issues and much more during our annual webinar BTI Market Outlook and Client Service Review 2019 on January 17, 2019 at noon Eastern Time. Register now as space is filling up fast.
MBR