We always happy with what we get from client, and have peace of mind after executing the project with client satisfaction and good testimonial from client. We ask client with curtsy call to help us with any reference and then put him in our data bank.
Now, here we miss the opportunity to bring reactive business from current client base. Some of the company even dont miss that, that offers add on services like maintenance or SEO with the site or software development. However if we go in to one more layer deep to find opportunity with magnifying glass of observation , then we find that there is lots of scope of fetching quality business from client by creating win win situation.
I use to take the leads from our Project Manager whose project is delivered successfully. Its strange to say that I do pre-sales analysis about client in time at post sales 🙂 . After sales, I understand client’s business model and define their competitors who are very successful and I define their key USPs to run the show. I speak with client and discuss the area of opportunity for him to enhance his business model with regular trend update and market flow.
I use my marketing skills to synchronize with client’s success and our capability and not proposing my servicing as only add on options. I create need that why client want SEO, or Maintenance, or regular update of site as per new trends. 78 percent client only say, sounds really good.. go ahead…!!. I believe that the ration between reactive business and proactive business would be 35 : 65. If your vision is to grow the team size of your organization , then you can not depend upon proactive or new business, you need to have regular and maintenance type of long term projects and client base.