TRP 85: How to get new clients by finding a “Door Opener” with Kevin Wheeler

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In this episode of The Rainmaking Podcast, host Scott Love welcomes Kevin Wheeler, a consultant with over 30 years of experience advising professional services firms, to discuss Getting New Clients by Finding a Door Opener. Kevin shares innovative strategies to identify and leverage "door openers"—existing relationships or opportunities that provide access to decision-makers in target organizations. He emphasizes the importance of client intelligence, internal collaboration, and thought leadership to build trust and open doors to new business opportunities.

Key topics include strategies for cross-selling within existing client accounts, creating audit or review products as a gateway to new relationships, and the value of proactive relationship management. Kevin also highlights the importance of a patient, long-term approach to business development and the need for professional service providers to upskill in the art of selling. This episode is packed with actionable insights to help firms improve client development and achieve sustained growth.

Visit: https://therainmakingpodcast.com/

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Kevin Wheeler has been advising professional services firms on all aspects of strategy, marketing, business development, and client relationship management/key account management for more than thirty years.

Before setting up Wheeler Associates in 1997, he had been Marketing Director with Nabarro Nathanson, the commercial law firm, and Cinven, the private equity house. He also held various senior in-house strategy and marketing positions with Coopers & Lybrand, now PricewaterhouseCoopers.

As a consultant and coach, Kevin has provided services to more than one hundred firms drawn from the legal, accountancy, actuarial, real estate consultancy, tax, corporate finance, management consulting, and insolvency practitioner sectors.

Wheeler Associates is also a leading provider of strategic and client insight solutions and thought leadership delivered through bespoke market research studies.

As well as his consultancy and coaching activities, Kevin writes, blogs and lectures frequently on strategy, marketing, business development, and CRM/KAM issues facing professional services organizations.

Links:

http://wheelerassociates.co.uk/

https://www.linkedin.com/in/kevinjwheeler/

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