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Presentation to ARG Group 11/02/11
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Portrait of a Favorite Client
Presented by: Misty Khan
Advena Artemis LLC
713.267.7555
Presentation Outline
• What is a Favorite Client?• Why Favorite Clients?• Characteristics of Favorite Client
Focused Company• Clone Your Favorite™ Client Methods
What is a Favorite Client?
• Profitable– Serviced with normal processes– Good margin– Low Maintenance
• Low Cost of Sale• Value Your Products and/or Services• Pay on time • Refer Your Products and/or Services
Why Favorite Clients?
• Start Ups Need Clients• Small Companies Are Nimble• Growing Companies Companies Need
Process• Growing Companies Need Diversification
Characteristics of Favorite Client Focused Company
• SMART Goals, Core Values, Mission aligned & ubiquitous
• Well defined favorite client profile and target markets
• Brand reflects core values, mission, goals & attracts favorite clients– Marketing focused on target industries
Characteristics of Favorite Client Focused Company
• Business development processes in place to attract, secure and retain favorite clients– Collect, distribute & track leads– Monitor Proactive KPIs
• Business Development team is cohesive and goals are adopted by entire organization.
Clone Your Favorite™ Client Methods
CYFC Assessment &
Plan
Target Market Assessment (TMA)
Customer Perception
Analysis (CPA)
KPI Development
CRM/CMS Evaluation, Selection,
Implementation
Third party support / retainer services
