Refocus for 2009

Start this year off right – revisit your goals, set new targets, and create a plan to grow your business. Here’s a reminder of the ways you can improve your existing services, grow your capabilities, and creating meaningful customer relationships in 2009.

Stay in touch with potential customers.
Follow-up is critical at all times, but especially during the sales process. Work hard to sell the quality of your work and service and communicate effectively and you’ll win more jobs. Stay on top of every proposal and respond quickly to questions or request for samples.

Build and reinforce existing relationships.
No matter how long you’ve worked with a client, be sure to continually delight them so you can count on their business in the future. Make a consistent effort to push yourself outside your comfort zone. When you talk to an existing client, remind them of other services they could take advantage of. Offer suggestions to help improve their business. Their growth could help fuel your growth. Never be complacent – right now another provider is considering ways to win your customers’ business.

Create comprehensive proposals.
Price is only one consideration for a client. Differentiate your proposals by offering competitive terms, milestones, or schedules. Make sure you include provisions that truly matter to prospective customers.

Focus on excellence.
How can you provide better service? How can you communicate better with clients? What sets you apart from competitors? How do your customers see you? Take a minute and ask yourself the tough questions.

Expand or shift to provide services where less competition exists.
Take the time to review job postings in other service areas and check out Skills Central for trends. If you find an under served market, go for it! While you or your team may need to learn new skills, the effort could be well worth it.

Bid outside your “normal” customer profile.
You may typically submit proposals for established companies; but try bidding on smaller jobs to build relationships with new clients. Revisit what you haven’t done or have purposely decided not to do in the past. New business relationships take time to develop – so get started now.

Develop a long-term plan.
Focus on delivering a quality service today, but also take the time to plan for at least the next two years. Revisit your marketing business plans. Evaluate where your business is today, identify short and long-term goals, and put a plan in motion to achieve those goals. Create an action plan that will help your business grow and prosper during almost any economic climate.

In short, don’t just focus on what you currently do. Also think about what people need – and make sure you can provide it. If you do, your business will grow and prosper in 2009 and beyond!