Client Acquisition

Many boutique consultancies swing between feast and famine, because new work depends on referrals and on whatever time is left after delivery. Client Acquisition sets out the Client Acquisition Cycle, a repeatable way to plan, market, sell and contract new work. You will build a go-to-market plan, turn generic claims into a specific position, and package and price your services. You will also generate leads across channels, qualify opportunities, respond to tenders and secure the contract. Templates include a business development calendar, a go-to-market plan on a page, a service battlecard and an RFP risk calculator. It is written for founders, directors and partners who carry responsibility for winning new work.