In the New Year, resolve to use 11 minutes a day to seriously understand your top clients. The operative word being seriously.
Demonstrating the deepest understanding of your clients’ business is a proven method to win new work and increase client retention. Yet too often we get caught up in everyday tasks and projects. We have so many legitimate reasons to defer the investments needed to truly understand how clients think, make decisions, and where they are headed.
A consistent and systematic 11 minutes a day will transform you into a walking encyclopedia about your client; giving you the ability to approach your client and start a conversation targeted at solving their most pressing (and often undisclosed) issues.
Finding data enabling you to divine insights—and opportunities—others miss takes going beyond visiting company websites, conducting Google searches and setting up client news alerts.