Working with consultants I notice interesting things around business growth and winning projects. These include:
- Project opportunities coming via a tiny number of decision makers and influencers.
- The number of highly-profitable business relationships is sometimes even smaller.
- Productive relationships have common characteristics – roles, traits, mindsets, power.
- There are already more people, with these same characteristics, in consultants business networks.
- Personalised nurturing for this subset of people isn’t well thought out, or planned. They get the same ‘bulk’ marketing as everyone else.
- Growth plans don’t feature direct outreach to make new connections with similar decision makers and influencers.
Does any of that look familiar?
The mini-mission
In relation to your personal time last quarter (allocated to revenue growth), what % was:
- Meaningful connection (not just email) with your key decision makers and influencers.
- Content creation and distribution, consumed and liked by your mates (be honest).
- Research for insights useful to conversations you want with target decision makers.
- Unfocused catch up calls with people who are ‘comfort zones’ for you.
- Personalised outreach to new people you want to a relationship with.
- Other nonsense that doesn’t engage key decision makers in big companies.
I am interested to hear your insights from this analysis. And let me know, what works best for you?