nine points to check before hello

young businessman knotting his necktiehow do you feel in your own skin?

by martin bissett
business development on a budget

winning your first clientis also known by various other names, includingclosing the first saleandwinning the first deal. no matter what it’s called, it is one of the central principles you must follow as you begin thebusiness development on a budgetprocess.

what does it mean?

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basically, it represents a mindset you must develop before you ever speak to a prospective new client. i developed the principle ofwinning your first clientin response to a common concern often raised by partners of accounting firms – one that holds them back from going after new business. it’s the belief that they don’t really have anything to offer above and beyond what an organization is receiving from its current accountant.