Meridian West Director, Stephen Newton offers his top tips to resolve the issues that get in the way of professionals winning new clients.

The 3 key issues:

Issue 1: Mis-perception that clients buy expertise alone

Issue 2: Clients expect you to understand them and their business

Issue 3: Professionals have a tendency towards telling versus listening

The 4 top tips:

Tip 1: Do your homework

Tip 2: Ask open ended questions

Tip 3: Listen… in order to understand, not simply to respond

Tip 4: Outline how you will resolve issues

If you are interested in learning more about business development techniques for professionals, please get in touch.  Stephen also delivers bespoke courses on Winning New Work as part of our Skills Development curriculum.