Breakfast & Networking 7:30 AM – 8:00 AM
Program 8:00 AM – 9:30 AM
Presented by: Dawn Wagenaar and Virginia McCoy (Ingenuity Marketing Group LLC)
Before pursuing a sale, the question isn’t always raised – “Is this our best client?”
An account-based focus (rather than an industry focus) proactively courts a particular prospect based on mutual business models, values and goals. There are actually six questions firm leaders should ask to qualify an opportunity — making sure it’s worth their time and truly attracts the best opportunities long term. Learn how to choose clients who at best fit your firm and, at worst, don’t become a nightmare with time and resources.
Takeaways – Attendees will:
- Change your mindset from industry-focused to account-focused lead generation
- Develop a detailed persona of an ideal target prospect
- Employ six questions in the qualification process prior to pursuing any RFP or RFI or RFQ or any other acronym prospective clients come up with next
