Start by examining your client relations.  Most would agree that it is easier to win new business from your satisfied clients than it is to acquire a new client.  So, let’s begin by focusing on your client’s concept of what they want to fix, accomplish or avoid.  This is the key to successfully improve win rates for any new business!

Even the savviest strategic marketing and most aggressive business development efforts could be an exercise in futility, unless you approach selling from the client’s point of view and not your company point of view.  First you must understand your clients’ issues and what they are trying to accomplish.  Then you must apply your unique product/offering/strength to help them accomplish their goal!

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