Many professional services organizations don’t engage in client acquisition as much as they do in service delivery. If a professional services organization wants to grow, leaders must professionalize the client acquisition process similarly to service delivery. Even if the actual client acquisition process is done by a small number of specific (senior) leaders, the professional services organization can collect the required input from a high number of employees. This input is then the foundation for the client acquisition process.
Section selection section
- Which kind of task do you want to do?
- Who's the interviewee?
- Is this a test form response?
Client acquisition section
Publishing approach section
- What are the possible publishing channels (e.g. website, social media networks, newsletter)?
- What’s the possible/optimal publishing frequency?
- What content categories could your organization set up?
- What would be the added value?
- Who could overtake the role of head of content marketing?
Prospect search approach section
- Wich social networks do you recommend for prospect search?
- Which prospect geographies do you recommend including in the search?
- Which prospect languages do you recommend including in the search?
- Which vertical industries do you recommend including in the search?
- Which organizational size do you recommend including in the search?
Data gathering section
- What’s the ideal approach to prospect research?
- What’s the process to research prospect information?
- Where do you want to store the researched information?
- What data points do you want to collect?
- What’s the process to update the researched information?
- What’s the data analysis approach?
- What are relevant data privacy rules and regulations?
Outreach approach section
- Which tone and voice are appropriate?
- How long should your outreach campaign wait before sending further messages?
- What’s a good first message?
- What’s a good second message?
- What’s a good third message?