Every quarter, I have review meetings with clients with whom I’ve developed a growth map. We spend a day together reviewing the growth map we created and discuss any areas of concern.

One area of concern was a substantial contract, which was in the balance.

Having spent considerable time in meetings and drafting proposals, my client learned that there was a new head of department, and he had put a hold on the project moving forward.

After all the time invested, it was a huge disappointment, as winning this contract would be a bonus.

I said we needed to sit in his shoes and imagine his concerns. Why was he putting it on hold?

As the new head, his reputation was at stake; he was taking a risk on a provider he didn’t know and wanted some certainty.

Also, he needed to assert his position and knew very little about them as it was a substantial fee.

A different approach was required.

As she had agreed to a meeting, I suggested she provide him with a service information document to give him a more detailed insight into their service, as he needed more to go on.

Effectively, it answered the hidden questions not raised within earshot but discussed quietly in meetings. It would be better to send the template to your clients before your discovery call and encourage them to read it before your meeting.

It improves your chances of closing the sale.

She was not sure my suggestion would work but trusted my guidance.

Here are two messages I received after the fact:
“I wanted to update you on the progress since our meeting. I’ve finalized the document and sent it to the Exec Dir before our meeting. It made a huge difference. They have now committed to the project. We have a final budget discussion tomorrow and an agreed start date.”

Here’s another message I received after using it with the Exec Director :
“…The process works…. using the template; my team moved a prospective client from enquiry to contract within a month. Previously, it would take up to 6 months, sometimes more.”

As I said, it works.