How to Build a Winning Customer Development Team

What is Business Development?

Hooray, you won the contract!

Now what?

You proactively nurtured the prospect during the Activation Phase.

You converted them into a client during the Conversion Phase.

But, many companies fail in the Success and Growth Phase.

Why?

They stop proactively nurturing and just react to complaints.

It's a recipe for high customer churn and negative word of mouth.

A 14-year Oechsli study found that financial advisors proactively using key elements of the Nurture Intent Cycles of Engagement (NICE) method with their clients produced 2X the number of referrals and gross revenue.

So, how do you build a proactive team to achieve those results?

See slides to build a winning Customer Development Team.

Read the BD-BOK to learn more about the NICE method.

Tony Gray, BDP
Author of the Business Development Body of Knowledge (BD-BOK)

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