The Business Development Story That Changed Everything for Kevin Clem

<p>Mo asks Kevin Clem: Tell us a business development story that you are really proud of.</p> <ul> <li>Kevin tells the story of a completely cold lead that turned into a full-fledged prospect after five years of near silence.</li> <li>By helping the prospect without asking for anything in return at the beginning, Kevin kicked off a relationship where when the timing was right, the client asked for him to sell him on working with him.</li> <li>Of the four parts of the relationship building process, the listen and learn stage is one of the most important. Kevin brought his prospect into a round table conversation that showed how HBR has worked with other clients in the past, and that created the curiosity that led to the sale.</li> <li>When you build enough curiosity and do the process the right way, the client is pulling you towards taking the next step instead of you pushing them.</li> <li>The best result you can get in professional services is a warm referral. If your client is willing to do that, that shows a huge amount of trust.</li> </ul> <p> </p> <p> </p> <p>Mentioned in this Episode:</p> <p><a href="http://growbigplaybook.com/" target="_blank" rel= "noopener">GrowBIGPlaybook.com</a></p> <p><a href="https://www.linkedin.com/in/kevinclem/" target="_blank" rel="noopener">linkedin.com/in/kevinclem</a></p> <p><a href="mailto:kclem@hbrconsulting.com" target="_blank" rel= "noopener">kclem@hbrconsulting.com</a></p> <p><a href="https://www.hbrconsulting.com" target="_blank" rel= "noopener">hbrconsulting.com</a></p> <p><a href="https://www.hbrconsulting.com/events" target="_blank" rel="noopener">hbrconsulting.com/events</a></p>