Many of you probably put together an aspirational list of hopes, dreams and targets for your professional services practice. How did you go as at year end?
I am here today as your conscience, to make sure you deliver on your New Year’s resolution for your firm and get 2024 off to a flying start.
7 ways to ensure F2024 is your most successful year ever
Here are my top seven ideas that you can initiate immediately to bring in work:
1. Pick up the phone to five clients you have not heard from recently, and ask them how they are going. Maybe send them an article you have written, or some relevant research that would be useful to them.
2. Go and visit your top five clients from the last 12 months, and see what else they may need assistance with. Can they refer you to other individuals within their contact sphere?
3. Reach out to five prospective clients from your pursuit list, who match your ideal client profile. If you don’t have the names of specific organizations and individuals, then you will really struggle to make much progress.
4. Buy lunch or dinner for your best five referrers of work. Good things happen when you get out from behind your desk and go and talk to people.
5. Get yourself a speaking gig at an event that will be attended by potential clients. It is a great way to be seen as the expert in your field.
6. Write a thought leadership piece and send it to your database – make sure it’s on a topic of significant interest and value to them and their networks.
7. Attend or better host a networking event involving as many of your business contacts as possible.
Over the years, I have learned that when it comes to business development, the more proactive you are, the “luckier” you become at generating more revenue. Create good habits around business development, your daily routine has a huge influence on the achievement of goals. Do something, however small, every day.
And remember that what gets measured, gets improved, so track your efforts and results. For most individuals in professional services firms, key performance indicators tend to relate to financial results, client satisfaction, improving staff morale, and making efficiency gains with internal processes to help profitability.
How are you and your team going to track your progress against these goals?
Whilst no one measurement should be considered more important than another, the number of billable hours produced in the calendar year is still usually the critical measurement for most firms. Personally, I would love to move client satisfaction nearer the top of the list.
Winners make it happen; losers let it happen. To hit your New Year goals, you need to start taking action now.
As ever, if you need help with motivation or ideas, do get in touch.