A few months ago, I created a business game that will help win new business based on some of the things I’ve done over the past nearly six years (longer if you count my 20+ year consulting career).
BUT, here’s the kicker. Despite having won significant business over the past six years, new business has always come to us. Now don’t get me wrong, I’ve had to do things to actually get it across the line. Although having new clients come our way is really nice, it does let you rest on your laurels rather a bit too much. It’s also meant we’ve never really had to commit to developing a sales process. And whilst I might like to think that it’s because we’re fabulous at what we do (never believe the hype), I know we’ve also been a bit lucky too.
So unlike the usual gumpf often seen on social media, which only shows the good stuff and highs of life, business and its processes, I’m committing here and now to publishing an unvarnished version of the trials and tribs of developing new business over the next 90 days using the game (crikey!!).
At this point you might be wondering ‘why now’? Having been in business for nearly 6 years, surely she’s got it sorted by now?
Ummm, no.
In fact, we’re almost out of runway – with less than 3 months cash in the bank and for the first time in 5 years, it doesn’t appear that we’re starting the financial year (which in Australia starts July 1) with our budget squared away – just proving that filling the pipe is a constant in business. That having been said, I still have staff payroll to keep up with, office rent and a car lease and other stuff to pay. i.e. failure to pay those = failing in business.
Then there’s my teen who’s desperate to go to private school – which frankly at the moment is making me want to reach for a paper bag to prevent the hyperventilation that ensues every time I think about how I’m going to pay for that.
Yep, no super rich grandparents paying the school bills or trust funds here. And I promised myself (for my sanity’s sake – Suze Orman would be proud) that she could only go if, yes IF, I could pay an entire years’ tuition upfront and I need that in cash, by October 1, at the latest. Of course, the teen might not get accepted – but we won’t know for another couple of months and to cough up significant cash with not much notice would do my head in (and probably my credit card balance too). Failure to pay this = failure as mother (and quite possibly worse than failing in business). Yes there are other schools, and I want my girls to know beyond a shadow of a doubt how their mother’s, often ugly, work hours contribute to their lives.
So, the only way that paying for any of the above is possible is by ensuring my new business pipeline is not only constantly full but also converting well too. Hence, I’m putting myself, the game and its methods to the test – here – for all to see. Consider me the crash test dummy – here for your safety. New business 101 – in all its messy glory.
Just me and a currently empty pipeline. Yup, EMPTY!
What am I aiming for? Well I put this up in front of a workshop not that long ago. It’s possible, but very, very scary. It will take me the better part of a year to reach me thinks (and some working on the barriers that exist in my own head). Yet, as someone far more eloquent than I said ages ago (the Buddha I think) – the best time to have planted a tree was 20 years ago or today.
With that in mind, I’m planting my tree today, tomorrow and every working day from this point forward – until I achieve my ‘perfect garden’*. If you’re up for it, I’d love it if you joined me along the way and we can buoy each other along. If you purchase the game, there’s a facebook group that you can join where we set our intention for the day through playing the game and report back.
A couple of parameters though, if I may;
- I will be brutally honest about what I’m getting up to – but I won’t be revealing the names of clients and prospects (except maybe by initials or some other nickname) – so you can follow the transition along through the process.
- I’m not expecting immediate progression – ie: make a single call and magically get business in the next day. Decades of experience tells me that if I actually see new business transition to actual billable business inside of 90 days, that will be awesome, but unusual. 3-6 months is about how long the conversion process usually takes before we start seeing cash flow, (hence giving us a goodly run up to the next financial year).
Would love it if you left comments below. But please no haters. Getting on with new business is hard enough without the negative Nelly’s raining on one’s parade (my apologies to you if your name is Nelly – I’m sure you’re fabulous).
* As every good gardener knows, the ‘perfect garden’ is always a work in progress – so my landscape architect/horticulturist husband reminds me every time he moves things around in/changes/or razes parts of our garden.
