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BUSINESS LEAD

Initial Contact

Gather basic information about the potential client (name, company, contact details)

Identify the source of the lead (referral, website inquiry, networking event)

Record the date and time of the initial contact

Determine the client's primary needs or challenges

Assess the suitability of the lead based on the consulting organization's expertise

Qualification

Conduct a preliminary assessment of the client's potential value and fit

Evaluate the client's budget and ability to pay for consulting services

Determine the client's decision-making power and authority within the organization

Assess the client's timeline and urgency for seeking consulting assistance

Identify any potential conflicts of interest or ethical concerns

Research and Analysis

Conduct background research on the client's industry, competitors, and market trends

Analyze the client's financial information, performance metrics, and growth potential

Identify any previous consulting engagements or partnerships the client has had

Evaluate the client's current business strategy and its effectiveness

Identify any potential risks or challenges associated with the client's business

Proposal Preparation

Define the scope of work and objectives for the potential consulting engagement

Develop a tailored consulting proposal based on the client's needs and goals

Prepare a detailed timeline, deliverables, and estimated budget for the project

Identify the core team members or subject matter experts who will be involved

Anticipate potential objections or concerns the client may raise and prepare responses

Presentation and Negotiation

Schedule a meeting or presentation to discuss the consulting proposal

Prepare a compelling and persuasive presentation to showcase the value of the services

Be prepared to answer questions, address concerns, and negotiate terms if needed

Clearly communicate the expected outcomes, benefits, and ROI for the client

Seek agreement on the next steps and timeline for decision-making

Follow-up and Closing

Send a follow-up email or letter thanking the client for their time and consideration

Address any additional questions or concerns that arose during the presentation

Provide any additional documentation or references requested by the client

Follow up with the client to confirm their decision and address any outstanding issues

Close the lead by either securing the consulting engagement or gracefully ending the sales process

Note: The checklist may vary depending on the specific requirements and processes of the consulting organization.

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