Business challenges are much the same the world over, BD services are universal.
Structured approach ensuring success
‘The Gap has provided us with a structured approach to help our clients to develop their businesses. I can email one of The Gap team and within 24 hours get a really valuable heads up on how to best approach an assignment.
This year it’s about being able to develop all of my team to deliver certain aspects of The Gap products. The team realise that they can’t rely on compliance work being brought to them.’
Empowering my team
'I went to Mind The Gap thinking it would be some great professional development for myself, I would be able to ask the right questions, get the right answers, but then I realised this content would make my life so much easier....
I also realised I had put a glass ceiling over my employees' potential by not allowing them to fully develop their capabilities. I could see that joining The Gap and offering Business Development services was something that would greatly benefit my team as well as my clients.
By 10am I had already identified at least ten clients that we could offer Business Development services to and I could see that it would provide us with at least a year's additional work; work which clients really did need. That night I worked out how to restructure the business to enable this to happen with ease and was excited about the new opportunities that lay ahead for the team'.
No longer winging it!
'I have been in the Business Development space for years now. I wanted to get the rest of the team involved but didn't have any system for them to follow, which is why we got involved with The Gap. I started with the Complimentary Client Review meetings. The first two were with clients that I thought were not going to buy anything, so I thought they would be good practise. Having winged it for years it was hard to follow the system but I thought I should do it properly....
The process uncovered problems that neither of us knew they had and showed how much the problem could cost them. I ended up writing three proposals from those first two meetings with clients who wouldn't buy Business Development services!
The great part is that all the administration is done for me. I don't have to do much more than turn up and run the meeting. So much experience has gone into these systems and I look forward to rolling it out to the rest of our clients'.
‘By joining The Gap we have been able to help our clients solve their non-compliance problems not only at a director level, but by using the rest of our team too. It’s about being able to leverage the systems. We now have three team members delivering CCRs, which has been great in terms of individual development. If you look at The Gap from an ROI perspective, it’s a no brainer.’
Overcoming that 'mindset obstacle'
'The Gap's vision is fully in line with our mantra of 'giving regular, proactive advice to help our clients grow their business & wealth. We joined The Gap community as compliance can get a bit boring and we wanted to focus on giving real value to our clients....
We're overcoming that 'mindset obstacle' and have made ourselves available to run several CCR's. It's simple, the more time I put into CCR's and engaging clients, the more BD work I get that otherwise wouldn't.
The proposal templates, procedures and resources have enabled us to confidently market, sell and deliver real value-added services.
I'm fortunate to have a key admin person who gets it and drives the delivery of these services - which is easily managed using WorkflowMax. We always know what stage in the process we are and I can focus purely on the business development stuff.
The Gap is allowing us to deliver within our core values and help our clients achieve, while significantly increasing our turnover'.