Networking: The Client Intelligence picture
Processes don't work with people!
So often business development courses rely on the 5p's or 7W's or whatever other process is trendy at the time. The reality is that processes don't work with people. If you don't believe me walk into a coffee shop and order a black coffee. See how long it takes to be asked if you would like milk in it! Then it's not black! The barista has been trained to blindly follow a customer handling process.
This week we have been working with members of the Gateley Plc team to build them a toolkit for business development. It starts with building a client intelligence picture. Essentially a network diagram of a client and all of their connections and locations. The aim is to build up situational awareness and specifically target which meetings to attend and who to meet.
We are trying to banish the days of turning up at random network meetings and hoping that there might be somebody for us to meet!
