As we emerge from the pandemic, we find ourselves moving from a remote to a new hybrid work arrangement. More importantly our clients’ environment and available time is also changing. As broking professionals, our focus and approach to developing new business needs is to adapt and respond to these changes. Research shows brokers now need to engage with clients and prospects earlier in the sales process but have less time to build relationships. Therefore, we need to ensure we capitalise on whatever contact we have with them.
If we rely on our old methods and techniques to build effective healthy pipelines we will undoubtedly miss opportunities; we need to ensure our sales activity delivers genuine, qualified prospects rather than long lists of unproductive suspects.
By the end of this Business Development Session, attendees will be able to:
- Understand how to stay connected and front of mind using multiple communication methods
- Recognise how to manage their current pipeline and how to devote time to ‘stock up’ new business leads to maintain a healthy pipeline
- Set clear business development targets and deadlines in a hybrid world