There are many ways to drive sales in a services business. The hardest is to convince a new prospect to hire your organization to perform new work. Once you have a client, though, it is far easier to:
- Extend and expand contracted work to provide even greater value.
- Find and develop new opportunities to deliver value in other parts of the same organization.
- Find similar organizations that would benefit from doing what has been successfully done already.
Most service organizations dramatically under-play opportunities to deliver more value to existing clients and to deliver for new clients what has already been successfully delivered for another.
Click the figure above to view a graphic that shows how to juxtapose the roles of New Account Sales, Project Management, Account Management, and Solution Offering Management in a way that provides a solid foundation for steady revenue growth.