Monthly Archives: May 2018

TNF #134: Opportunity list

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Welcome Professionals…

…I am using a CRM tool for all client development activities. The tool offers the functionality to set reminders on when to follow up on a certain topic and when to call my client prospects again. I like this functionality a lot. Checklists work for me really well.

When I opened my CRM tool with all the reminders this morning it had 185 due items. As strong as I feel pleasure to cross out an item on my to-do-list, just as strong it gives me the creeps when I see 185 open tasks! I immediately went through feelings of pressure, stress, and even helplessness.

Then I made up my mind. Why did I set up all these items? In the end these are not reminders for work that has to be done as tasks of a paid project. These are activities that I am planning to do in order to generate more business. The goal is actually not to get rid of the items, but to keep a continuous flow of business development activies which will lead to more opportunities.

From now on I will call my open CRM items the “opportunity list”. It is not a “to-do-list” in the narrow sense. It is a “want-to-do-list” to achieve more business and therefore an “opportunity list”. This context shift helped to get started right away. After 2 hours, I was down to 164 items. I am glad that I still have some opportunities left for tomorrow and next week!

Malte

TNF #133: Job enrichment

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Welcome Professionals…

…Just recently I took a junior analyst of our firm to the client. She is one of the part time project team members who barely ever sees a client. Her work is limited to desk research and phone calls.

I thought it was worth a try though one of my business partners said earlier that the additional appointment would probably be perceived as an extra burden. The junior analysts would not really appreciate client visits – at least not if they had to put in extra hours for that.

The client expected me for a more detailed project briefing and also wanted to demonstrate the production facilities. He asked if I would come alone or bring someone with me. That was a favorable occasion. I took the junior analyst with me. The client was delighted. I think it served well to show the special interest from our side. The most astonishing effect was on my associate’s side.

I was hoping for an extra motivation, but we got far more out of it. As we left the client building, she said: “I get a lot more respect for this project! Now that I met the client team members, I certainly don’t want to let them down. Also I understand them much better.”

Already on our way back to the office, my associate came up with some bright ideas. The day after, she had implemented some of them instantly.

After all, it was really a rich experience, with benefits for my team member, for our professional service firm, and for our client.

Hope you can use the inspiration,

Malte