bạn có thể làm một so sánh đầy đủ của hai. Liệt kê những lợi thế và bất lợi của làm việc với công ty mỗi. Trong thực tế, bạn có thể nhận được các khách hàng tiềm năng để làm điều này cho bạn bằng cách hỏi những câu hỏi đúng và hàng đầu của mình thông qua phân tích. | Building Profits 74 A Client Business Review A key marketing technique used by some top firms is the client business review CBR . The CBR is used only on the firm s top 25 accounts defined by the total size of the annual fees referral potential or other criteria. The CBR takes a business consulting approach to understand and evaluate the systems of your clients. The CBR usually requires about 20 hours per client and is done about every two years. Clients whose businesses are rapidly growing or changing may warrant a more frequent CBR. Building Client Loyalty If there is a question of loyalty during the CBR the client will give you an opportunity to cure the problem long before they tell your competitor. One attorney said But what if I bring up an issue where the client had not been unhappy until I mentioned it. It s better that this issue surface with you than your client bring it up with your competitor When you hold a CBR you will thwart most competitive advances on your territory. Your Return on Investment There are many additional benefits associated with a CBR. It is a way to train staff to market to clients. Well-trained staff can perform the CBR on second-tier top 25 clients with less partner and total time invested. A CBR will increase the satisfaction level of a client from satisfied to delighted. And delighted clients are the ones who provide the best referrals. 177 101 Marketing Strategies The payback on the CBR program is consistently 5 1 whereas that with the new client sales program is about 2 1. In almost every situation you will come away with a project on which significant fees can be generated. The cross-selling opportunities are endless. Additionally the CBR program is protecting the large percentage of your fees over 50 from your key clients. Your new client marketing program starts each year at zero. Most of the CBRs are performed during your slow periods so that the real out-of-pocket investment is usually only the cost of lunch. So on a 20 .
