Proactive relationship development is imperative for strategic progress and winning work, particularly as it relates to positioning the next generation for success. It allows the firm to take control of its future and create options among highly desirable types of clients and projects.
Our client hadn’t won a major building project in a key market sector in many years, and yet had strong expertise and capability in that area. They remained interested in practicing in this market sector, but were not proactively developing the necessary new business relationships.
Engaging in proactive client relationship development did not come naturally to this group (and some thought of ‘sell’ as a four-letter word). They were a bit reluctant about what would be required of them to be proactive, and uncertain about whether they could be successful. Relationship building required a leap of faith. Also, they were somewhat unaware of how the marketplace perceived them and what clients valued and respected most about their work.