Six short steps. As you answer, your relationship map takes shape and we point out what firms like yours usually get wrong. Send it to us at the end, with your numbers, and we will read it before we speak.
How you earn decides what a relationship is worth and how long it lives. A retainer firm loses slowly and quietly. A transaction firm loses the day it forgets to call.
We have suggested a starting set for your type of business. Remove what does not fit, add what we missed.
Most firms list clients and stop. The people who send you clients, and the people who quietly make your work possible, are usually the ones going cold.
Three rings is enough. Inner circle: the ones you would call on a Sunday. Active: the ones you are working with or want to be. Network: everyone else worth keeping warm.
Inner circle is deliberately small. If it is over forty, it is not an inner circle, it is a list.
How your people like to be reached is worth more than any feature. A system that nags you to email someone who only takes calls will be ignored within a fortnight.
| Ring | How often | Usually by |
|---|---|---|
| Inner circle | a call or a short message | |
| Active | a short message | |
| Network | a considered email, and moments |
The system works if one person spends twenty minutes a week with the Today view. We agree who, and when, before we install anything.
A campaign, a build, an engagement: work with phases, deliverables and a sign-off.
Choose every one that applies. Several at once is common.
Contacts, companies, deals, notes and logged activities.
Most of the risk in a new system is in the data you already have. We count every person, firm and conversation before and after the move, and the old system is left untouched until the counts agree.
We read every map before the call. Forty-five minutes, no slides, and we will tell you if you do not need us.
Your map is with us, and we will read it before we speak. Pick a time for the call here: book the call.