SSD

When selling professional services, a plan is needed to drive your business development effort. Once you have a plan, you need to make all relevant staff understand their part of the business development program. Staff must understand their contribution to the plan and what they need to do to achieve the plan. At PeopleStreme, we assist clients in producing their business development plan and then define the behaviours that each person will play in order to achieve the plan. For example, a typical objective for the partners would be one referral lead per month. These objectives are typically defined for all aspects of business development including the following:

• Fee Budget
• Account Management (farming)
• New Business (hunting)
• Initiatives
• Activity

The objectives are then loaded into SSD Professional Practice which provides the methodology and system for driving the desired behaviour and measuring the achievement of these objectives.