![\"Business](\"https:\/\/blog.risepath.com\/hr\/wp-content\/uploads\/2022\/03\/teamwork-in-the-workplace.jpg\")
<\/figure><\/div>\n\n\nWhen your firm\u2019s marketing efforts generate interest in your services, this creates a lead, and you should schedule a call with the potential client as soon as possible. This is known as a discovery call.<\/p>\n\n\n\n
The discovery call serves four purposes:<\/p>\n\n\n\n
- You can ask the client some initial questions about what they need.<\/li>
- You seek to understand their pain points. Why do they need your service? Why do they want to change firms?<\/li>
- You gain an understanding of their decision-making process. Who will ultimately make the decision to work with your firm? What factors into that decision (price, value, trust, etc.)?<\/li>
- You identify the person or people in your team best suited to meet the potential client\u2019s needs.<\/li><\/ul>\n\n\n\n
Step 2: Deep Dive<\/strong><\/p>\n\n\n\n
This is a great opportunity to talk with the person in charge of making decisions about hiring your firm. You can go into detail and get more information on their problems so that you\u2019re able to give them advice tailored for what they need.<\/p>\n\n\n\n
One of the most important parts in any project is creating a game plan and partnering with your team. After you have had a deep dive call, it\u2019s time to chat about what we learned from our client and brainstorm ideas for their next steps together. This process can be done over one phone call or through multiple meetings as needed depending on how complex they are.<\/p>\n\n\n\n
Step 3: Decision Making<\/strong><\/p>\n\n\n\n
![\"Business](\"https:\/\/blog.risepath.com\/hr\/wp-content\/uploads\/2022\/03\/how-to-be-more-productive-at-work-768x462-1.png\")
<\/figure>\n\n\n\nIn the decision-making process, your prospect has all of the information they need and it is time for them to decide whether or not to engage with you. Your prospect may compare packages and pricing because there are so many firms out there vying for their attention. Make sure that when you follow up on their decisions, you set a date instead of asking if they\u2019ve made one yet\u2014that will show confidence in both yourself as well as how much potential business this client could bring into your company.<\/p>\n\n\n\n
The next step in the process is to follow up with your prospect and answer any additional questions that might arise.<\/p>\n\n\n\n
Step 4: Awaiting Signature<\/strong><\/p>\n\n\n\n
Once the prospect decides to engage your firm, you need them to sign a contract or engagement letter. This agreement document covers all of the details and expectations for both parties during this working relationship, including meeting deadlines as well as other benefits such as reimbursement detail among others. You might need to follow up with clients if they don\u2019t respond in a timely manner so that everyone is on track.<\/p>\n\n\n\n
Step 5: Close<\/strong><\/p>\n\n\n\n
![\"Business](\"https:\/\/blog.risepath.com\/hr\/wp-content\/uploads\/2022\/03\/home_betheme_blog5-1024x768-1.jpg\")
<\/figure>\n\n\n\nAt the end of this process, you\u2019ve either won a new client and can move on to onboarding them or lost out to another firm. Be sure you communicate that decision with all appropriate parties after closing down your prospect file.<\/p>\n\n\n\n
Your business development quarterback needs to be on top of their game in order for your company\u2019s sales pipeline to remain efficient. Without constant oversight, one missed step can cause the whole process to fall apart and lead you back down that dreaded rabbit hole from whence no man has returned.<\/p>\n\n\n\n
Working through your business development process helps ensure that you have a good understanding of your goals and strategy for winning new clients. When developing the right processes, make sure to define who will be quarterbacking prospects throughout their journey with you so everyone on the team is working towards achieving success.<\/p>\n\n\n\n
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