201512.28
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How to manage the first meetings with new clients

by in Blog

What are the main points you must discuss with a new client?

how to manage meetings? The first meeting with a new client may involve the money managers as well as the business owners. it all depends on the size of the company. also, it depends on the resources at the disposal of the company.

Manage meetings that will focus on the following topics:

manage meetingsWe will discuss with the stakeholders the business surrounding. we will talk about the economic environment and the way it influences the client business. we will have a very important conversation about the client business strategy. and the upcoming business surrounding changes, how they influence the business overall.


What are the business targets for the medium and long term that emerge:

manage meetingsWhat are the Business Opportunities that we think we can utilize for the next year. this is a very important target. because we must know what opportunities out there for us. our success regarding this target will mean the difference between growth or stagnation. 

What are the threats that the business forecast for the upcoming year. Knowing about threats allow the business leaders to make the necessary precautions. this is crucial to avoid pitfalls. every threat is also an opportunity because most likely all competitors will have to face it. having a winning strategy is key for success. 

We must Know the Key success factors when we analyze the marketplace and come to the right conclusion. we can form the right key success factors. then we can focus most of our efforts at utilizing them to create wealth and growth.

The competition in the industry:

How the competition in the industry of the client affect his business. How the technological developments may lead to a new way of doing business. How the introduction of new products may cause the client product to become obsolete. How can we prepare to overcome that challenge?

Economic developments:

Review with the client what economic developments are on the horizon? how the client intend to use those to his advantage? what technologies developments going to rule the business surrounding? What legal changes will take effect during the year? how will this influence the strategy of the business? what changes in the industry and markets of the industry in which the client specialize are predicted? how can we overcome this changes?    

Business developments:

What developments can we expect from the Customer’s business in order for him to succeed during the year? what is the implication for the current situation? what are the needed changes in the business operations to overcome the new developments? 

Product changes:

What Changes can we expect in products the client sells today and in the upcoming year? What changes we forecast in markets? what is the new business sectors or geographical markets that are important for the growth of the business? Does the client have the plan to overcome the obstacles and exploit the opportunities? 

Marketing strategy:

Does the client has in place the right strategy to accommodate the much-needed changes in the customer’s tastes, needs, wants and believes? can we manage meetings with key personnel regarding the overall marketing strategy?

Customer relationship:

Can the client point to us when we manage meetings with him, the Significant changes in connection with the customer’s relationship with suppliers and distributors? How do these changes affect the overall health of the business? What is the impact to the DSO? 

Employment agreements:

Are there and upcoming Changes in the employment agreements with employees?  can the client point out some changes in the wage structure of employees? what is the impact of those changes to the bottom line? Does the client need to hire or fire new employees? 

Bonuses plans:

What are the changes in agreements with employees bonuses? Are there any incentives or profit as a percentage of sales turnover plans for the upcoming year? Can the business stay profitable with the new plans in place? 

Stakeholder changes:

Are there any upcoming changes in Management or shareholders that might cause the business serious hardship? 

Area with CFOs and members of the Company’s expense

When going to manage meetings with the financial personal of the company, there are some points to consider. the focus of attention is much different. the topics are professional, rather than business oriented.

Budget review:

A review of the budget compared to actual results known so far. our aim is to understand the way the client work. to understand our forecasting method. and we need to review the financial data to give the right advice.  

Interim report review:

Review of interim reports filed monthly or quarterly installments management. we must be able to get a very clear picture as to how the client is doing. what changes are in order? what in the strategy is working? what needs the client immediate attention? 

Analytics review:

Analytics Overview of external factors on the Company. what congruent with our forecasts? how has the business environment changes our assumptions? what are the resources the client have at his disposal to turn around any challenge? 

Debt analysis:

Analysis of the company’s debts, liquidity ratios, and analysis of financing and liquidity of the company. we must understand how the debt position will impact the client working capital. this is vital to day to day operations. too much debt can turn into a weight around our neck. too little and we can’t grow. 

Financial risks:

Financial risks of a particular business industry. is there any pressure on one of the client division, that will cause it to lose money? can we offset this risk? 

Credit risks:

Changes in customer credit days, changes in the type of engagement with customers. we must manage meetings with clients about how they evaluate the credit risks from clients? Can we expect an improvement? Is there any reason to believe there will be some difficulties? 

IT risks:

Changes in the computerized information systems of the company. changes in the company’s databases. Are there any IT changes on the horizon? Does the client have to invest in a new IT system? Can he afford it? Did he check to make sure there is a positive ROI? 

Internal control risks:

Internal controls relied upon by management modification of the above controls over last year. How is the internal control viewed? Can we rely on the financial data? Do we need to make a deep analysis everytime we read reports from the system? Did the client change the internal control procedures? Is there any reason to believe we will need to change processes and procedures? 

Financial control:

Changes in accounting control process of the balance sheet and profit and loss items. Is there any reason to believe that the financial control in place need modifications? Can we rely on the CFO data? Can we authenticate the information given to us from the CFO? 

Personnel changes:

Changes in accounting policies and accounting processes. changes in key personnel accounting and finance department. Is anyone senior from the financial department left the organization? Is there a reason behind that change? How much will it cost to replace his knowledge? How is this going to affect the client in the short and long term? Do we need to adjust our effort to compensate for this change? 

Accounting standards:

Are there any new accounting standards that will affect the business financial reports? What is the impact of the new knowledge about the company and its accounting policy? Do we need to consult with the accountant and adjust our record entry method? Does the client have the right personnel to implement any accounting changes?

Lawsuits:

What changes or impact of the development of claims against the company? Is there any risk to the overall bottom line? Will the client need to raise capital to settle those lawsuits? Is there any risk to the core activities? 

Conclude the process of manage meetings with clients:

manage meetingsIn today’s business world the competition in the service industry means that we need to bring added value to the client in order to differentiate ourselves. showing that we can manage meetings with a client at a supreme way is key. our goal is to bring added value. Anytime we meet with clients, they must be impressed with our knowledge. we must run the meeting with a new client to gain a much-needed momentum. this momentum could carry us all the way to getting the client. but make sure that the information gained will help you as well. if you spot too many financial errors, that might cause you to forfeit the client. too many problems will cause you pain. you must be smart. and only take clients that you can trust. clients that have a good business understanding. if we can keep our principals intact there is nothing stopping us from succeeding.