Biz Dev: what works?

This topic is burning hot, so we're interrupting the 4 part series. 

Biz Dev -- aka winning new engagements - is one of your biggest challenges, right? In this article you'll learn about a new approach. Biz Dev is among the most popular conversation topics in the Growth-Drive Community (full of folks who like you are working with CEOs, free to join here). You have 2 avenues for new business: (1) you or your firm have a marketing program that works; or (2) you get referrals. That about sums it up, right? 

You’re told that marketing is magic: “Do this and you’ll get a magic pipeline of CEOs clamoring for your services.” How’s that working out? No disrespect meant... is anyone you know actually riding the magic self-help marketing carpet to success? If you’re like the folks we work with every day, the answer is a resounding “No!” It's hard, expensive, and not your core expertise. Get professional help (we're unveiling a professionally supported marketing co-op program at the Growth Advisor Summit) or read on about a new approach.

In a current survey of our community (feel free to add your 2 cents below), almost 70% of your colleagues list referrals as their #1 source of new engagements. It’s also a major driver of folks who are members of Business Advisor Peer Groups. Some our most successful advisors are using a riff on a traditional approach we can all use.

Take the 2 Minute Survey

How about this? Instead of do-it-yourself marketing or simple referrals, perhaps you should consider creating Strategic COIs. Strategic COIs are permanent partners who understand and value bringing you into their clients. They understand that you make the COI look good and it helps the COI grow their own business. This is an organized and sophisticated approach. We have brilliant examples of this strategy paying out, should you give it a shot?

The benefits:

The co-op and the Strategic COI programs compliment each other really well. 

Here’s what you need:

• A tool you’ll use to identify and prioritize Strategic COIs
• Training and Support as you add this to your advisory business
• Shine the light on results: a simple way to show your COI that you’re helping clients grow profits and value
• Collateral your COI can share with their clients - like graphics and case studies that make the COI look good

If you’re interested in learning more about co-op marketing and developing Strategic COIs take a sec and join the Growth-Drive Community. It’s free, and you’ll be first on the list to get the knowledge, tools and support you need to build your advisory business and drive winning client results. 

Share your thoughts and questions: please comment below or email membership@growth-drive.com.

Growth-Drive's vision is to help $1 Trillion of middle market businesses move in the 3 Dimensions of Business Growth. Our mission is to invest business advisors with the knowledge, tools and support they need to help these clients create predictable profits, growth and equity value.