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The Business Development Virtuous Circle

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Mark Walmsley
Mark Walmsley
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  Engagement   Exis,ng  Clients     Loyalty     Advocacy     Awareness     Percep,on  &   Reputa,on   Indirect  Marke-ng   •  High  CPA   •  Compe,,ve   •  Cold   Requires   •  Quality  &  Value   •  Clear  Proposi,on   •  Evidence   The  Service   Industry   Business   Development   Virtuous  Circle   LOST   •  Survey  Interview   •  Why?   Exis-ng  Clients   •  Sa,sfac,on  Surveys   •  Account  Triage   •  Remedial  Ac,on   •  Measure   •  Nurture   Referral   •  Propensity   •  Incen,ve   •  Ac,ve   •  Passive   •  Other  sectors   Repeat  Business   •  Capability   •  Propensity   •  +  services?   Warm   Inexpensive   Less  Compe,,ve   Don’t  start  here!   Start  here!  

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The Business Development Virtuous Circle

  • 1.   Engagement   Exis,ng  Clients     Loyalty     Advocacy     Awareness     Percep,on  &   Reputa,on   Indirect  Marke-ng   •  High  CPA   •  Compe,,ve   •  Cold   Requires   •  Quality  &  Value   •  Clear  Proposi,on   •  Evidence   The  Service   Industry   Business   Development   Virtuous  Circle   LOST   •  Survey  Interview   •  Why?   Exis-ng  Clients   •  Sa,sfac,on  Surveys   •  Account  Triage   •  Remedial  Ac,on   •  Measure   •  Nurture   Referral   •  Propensity   •  Incen,ve   •  Ac,ve   •  Passive   •  Other  sectors   Repeat  Business   •  Capability   •  Propensity   •  +  services?   Warm   Inexpensive   Less  Compe,,ve   Don’t  start  here!   Start  here!