Leverage industry expertise for focussed prospecting and relationship management

For professional services firms, right now your industry expertise is invaluable to support your existing clients in their sector. From the relationship managers in your firm through to the business development team, you are seeing and hearing first-hand the issues and complexities businesses are facing within certain industries.

So, how can you leverage this knowledge to improve client retention and to find new, industry specific clients?

Strategic prospecting

Strategic prospecting can be achieved through a combined approach using advanced data-driven technology focused on your existing relationships within the firm. This approach allows your firm to quickly identify opportunities and attract new clients.

This means you can act swiftly on to provide targeted support enabling you to position your firm as expert advisors, resulting in more strategic work.

It’s this data-driven visibility that allows for an entirely new strategic capability for client relationship management.

How to win new clients?

Clients want advisors who know their business and understand industry nuances. A software tool such as our Client Sense solution connects to your firm’s email updating itself automatically. It works invisibly behind the scenes, collecting the data it needs to help you identify the relationships held by your firm, the potential opportunities and the risks.

Using the data within Client Sense, coupled with LinkedIn Sales Navigator, your firm can identify other clients across the industries you serve.

With the help of the newly introduced Relationship Management component, relationship managers can clearly see the key clients, prospects or referrers assigned to them. For each of these key relationships, a contact threshold date is set, and because Client Sense is connected to your firm’s communications systems these are identified in a simple orange or red traffic light system as they border or breach those dates.

Data-driven business growth

Right now, clients are looking for industry specific advice, support and knowledge. Drawing on the depth of expertise within your firm is crucial for your client retention strategy and for growth. However, for success, you need insight to identify the opportunities so you can focus attention in the right place.

This data-driven method allows you to tap into this otherwise hidden asset. It allows you to build strong connections with the right clients and referrers which is vital for industry prospecting and enhances your ability to win work.

Also, by tracking employee relationships, and measuring business development and marketing efforts, you can improve the ability to identify cross-servicing opportunities and increase revenue.

Our Client Sense solution was designed specifically for professional services firms. With expertise within the sector, we can help you navigate your firm through the difficulties that the Coronavirus pandemic has placed on businesses. Book a consultation with us.

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