Having a targeted and evidence-based business development strategy is one of the hallmarks of successful professional firms. A clever strategy means business development time and effort is channelled toward the opportunities most likely to drive long-term success.
Client-focused firms achieve strong alignment between their own capabilities and their clients’ needs. When setting strategy they start by identifying how the needs, preferences and issues on the top of the agenda of their priority client groups are changing. They then decide how the firm should best respond to these opportunities.
A client-focused business development strategy not only helps your firm to enjoy strong client relationships, but also ensures that new business is not won at the expense of future profitability.