Time for a Tune Up!

Grand Cayman Golf

Photo credit: Fevi Yu

Take a second to think about all the things you do to keep different areas of your life running right. You visit the doctor, dentist, get oil changes, attend performance reviews at work. And you do these things, for the most part, not because something is wrong, but to prevent anything from going wrong. They give you the opportunity to nip issues in the bud and take steps toward positive change.

So why not schedule a periodic tune-up with your clients? Business Reviews are a great strategy for continually improving programs and developing stronger relationships. They can be scheduled quarterly, semi-annually, or on timeframes best-suited for your client. Key benefits include:

• Early identification of concerns (i.e. late delivery, quality control issues)

• Revisiting achievements from the past quarter/6-months and finding ways to build on that success

• Discovering changes in the client’s business or organizational structure that might affect the program

• Uncovering new/modified client goals and additional opportunities to partner

• Educating your client on new products or services that are relevant to their program

Business Reviews don’t have to be a stuffy, formal process. Depending on the relationship, some folks even hold them over lunch or on the golf course. The key thing is to keep the lines of communication open and continue positioning yourself as a true partner.

It’s also important to leave the meeting with action items for follow-up. Maybe your client wants product suggestions for an upcoming event, or you learned about a new company initiative and plan to submit a proposal about how you can help. Whatever the case, be sure to follow through on your promises!

Doctor, dentist, mechanic… of all the maintenance activities out there, Business Reviews are certainly the most enjoyable – and definitely the most lucrative!

AboutMichelle McCafferty

Michelle joined the Proforma team in 2008. As the Manager of Business Development for Major Accounts, she helps Proforma Owners win new and grow existing programs through proposal and presentation development, as well as periodic Relationship Reviews. Before joining Proforma, Michelle attended Cleveland State University where she earned a degree in Journalism and Promotional Communication.

Leave a Reply

Your email address will not be published. Required fields are marked *