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!