Questions You Should Ask Yourself About Business Development

Source: Rain Today

Asking questions helps you understand a client’s problems, get to know its people, discern trends and competitive challenges, and decide how your services can best help the company. Some of these questions should be asked about your own firm.

Here are some questions you might ask of your own firm in helping to develop a better marketing approach. They deal with the past because focusing on the past will help you understand the present and the future:

• What were your greatest successes and how can you repeat them?
• What strategies for developing leads have worked or failed in the past?
• In the past how have you positioned the firm and how would you do that differently today?
• What has been the biggest obstacle to landing new engagements?
• What were the principal sources of your original client base? Has that been changing? How and why?
• Are your clients’ demands and expectations of you different than in the past? How? What can you do to better serve them?

For the complete article, click here, see February 13, 2008, and select the article Sales Archeology: The Power of Asking Questions to Unearth Your Client’s Past.

From Rain Today www.raintoday.com.

Measuring CPA Leadership Effectiveness

Full Service Real Estate Investment and Mortgage Finance.