unbillable hours - a podcast about better professional services marketing C2E4 - How to prepare your bizdev strategy
9 snips
Feb 21, 2025 Explore the crucial elements behind successful business development strategies. Discover the dangers of focusing on technical capabilities instead of clear client value propositions. Learn how to transition from traditional sales methods to outcome-oriented approaches that enhance client success. The importance of aligning your strategy with broader business goals is emphasized, along with tips on leveraging AI for improved efficiency. Engage in building a sustainable model that reduces churn and fosters long-term client relationships through valuable content.
AI Snips
Chapters
Transcript
Episode notes
Capability Selling Limits Success
- Selling capability or capacity alone leads firms to vague strategies that do not resonate with clients.
- Clients want solutions with clear outcomes, not just expert skills or resources.
Define Proposition and Client Journey
- Define a clear value proposition with the problem, ideal client, and outcome stated.
- Map a multi-year client journey with milestones to guide engagements and upsells.
Map Services to Journey Stages
- Design multiple tailored service packages mapped to each client journey milestone.
- Avoid bloated initial offers; deliver value progressively to keep clients engaged and upsells natural.