Relationship mapping is the key to winning new business, argues Dr Ryan O’Sullivan.
Winning new business is a team effort. Research shows between eight and 13 decision-makers are involved on the client side, and they expect to engage with a diverse team in professional services firms. While the solution itself matters, building trust and credibility with the key decision-makers is what will differentiate one firm from the rest.
Nowadays, most decisions result in staying with the status quo, so a firm’s solution has to be compelling, backed by strong executive support, with sufficient budget and, most importantly, have a clear trigger point.
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