The Gengis Khan of Client Acquisition...
Larry Bodine has a brilliant post on his blog about client acquisition at law firms, entitled Gengis Khan Principle: Why 10% Generate 80% of the Business.
And the situation is pretty much the same in consulting firms. There are many content experts who refuse to get involved in client acquisition, so they're in the mercy of rainmakers as to what kind of work they get from them.
And while rainmaking is fine, I believe constant and consistent lead generation is even better. The aim is not to turn interested people into clients right away, but help them to climb into your funnel and the automated lead nurturing system guides them until they have projects and are ready to hire your firm.
But for now, follow the link to read Larry's article on the Gengis Khan Principle: Why 10% Generate 80% of the Business.
And the situation is pretty much the same in consulting firms. There are many content experts who refuse to get involved in client acquisition, so they're in the mercy of rainmakers as to what kind of work they get from them.
And while rainmaking is fine, I believe constant and consistent lead generation is even better. The aim is not to turn interested people into clients right away, but help them to climb into your funnel and the automated lead nurturing system guides them until they have projects and are ready to hire your firm.
But for now, follow the link to read Larry's article on the Gengis Khan Principle: Why 10% Generate 80% of the Business.
posted by Bald Dog @ Monday, February 26, 2007
0 Comments:
Post a Comment
<< Home