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Step by Step Guide
We have developed ten factors that we use to select our Clients.
1. Chemistry Test
2. Willingness to learn
3. Fun to work with
4. Size of project
5. Strategic importance
6. Pay on time
7. Long term relationship
8. Access to CEO
9. Potential referred business
10. Impact on brand
Feel free to add or subtract from this list. We have also suggested a target score of +20. A simple gap analysis shows you what needs to change.
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Rating
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Factor
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-5
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-4
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-3
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-2
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-1
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0
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1
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2
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3
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4
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5
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Gap
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1
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Chemistry
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x
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3
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2
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Willingness to learn
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x
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2
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3
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Fun to work with
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x
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3
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4
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Size of projects
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x
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0
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5
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Strategic importance
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x
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0
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6
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Pay on time
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x
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0
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7
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Loyalty to us
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x
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2
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8
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Access to CEO
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x
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0
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9
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Potential to refer to us
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x
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0
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10
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Impact on our brand
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x
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-
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20
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Total =13
Target = 20
Gap = 7
The total score is reached by adding each score over zero together.
Action Plan can be developed for factors 1, 2, 3, 7
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You can test the effectiveness of this model by applying it to your current Clients. Score them and check out how they compare to our target score of +20. Put your best and worst clients through the process. Then review the following questions.
• Which Clients do you want to spend more time with? How will you do that?
• Which Clients do you want to spend less time with? How will you do that?
• How can you test a potential Client before starting a formal relationship?
You should find that these three questions point the way for you in terms of your Client relationships.
The gap analysis will give you the issues, Partnercorp tools and coaching support will give you the strategies, action plans and momentum to effect positive change.
Click here for more info on our business consulting services.
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