Do Some Homework

How much time do you take researching a prospect before your initial contact? Following  several presentations at a Bi-annual Asia Pacific conference for a charitable organisation, one of their Australian managers made this comment. “Debbie the most important point I’m taking home from you isn’t one you mentioned, it’s what you vividly demonstrated throughout this conference. It hit me that I wasn’t doing any research before going to talk to prospective business partners or donors. I just front up the meeting, talk about us and ask for donations or support. It is now clear to me that we can be much more successful by understanding them more. Putting their shoes on. Empathising how we can be of help to them also.”

Strategy: Do your homework first so you can better define how they’ll benefit from working with you.