Case study 2: The big project led the professional to lose touch with her clients
Our client was highly successful as a city partner. She had been charged with an important and large project which was to take several years to complete. While being trusted with it was a compliment, it turned out to be a double edged sword as her client base suffered while she was submerged in it.
She had to start from scratch to learn the basics of winning business ranging from identifying opportunities, following these up, marketing in person, networking, writing succinct pitches and presentations, closing the deal and building a sustainable pipeline.
She was enthusiastic and made huge progress but it did take a few months of holding the faith and continuing in the knowledge that she was making a long term investment in her networking and business development activities. Suddenly, all of her hard work started to pay off and the new instructions followed accordingly.