Hi everyone - I wrote last week about the four BD phases of COVID-19 including:

Transition - as we move to working-from-home
Bad or doubtful debts - as we help clients through transition there will be some who may not be able to pay for that work or will want to negotiate their fees
The new normal - whatever the 'rhythm' will be during the stay-at-home period, and
The resurrection - the post-C19 world.

I am mindful that in recent days we've been seeing reports and announcements from firms such as Minter Ellison, Gilbert & Tobin, Hall & Willcox, and Grant Thornton about reductions in staffing levels, Partner drawings and spending freezes caused by the economic shutdown. So we're already in Phase 2.

So what should you focus on?

I understand there are now fewer tender requests, that we can't attend networking events, we can't go out to lunch or have a coffee, client feedback programs are being put on hold for the other side of this crisis, and we have fewer government announcements about business support packages meaning a reduced need for any more information mailouts.

It's a scary landscape.

Improving Business Development skills is the most obvious solution.

What every firm needs now more than ever, is high-quality clients who have complex needs that are ready and able to pay for quality advice. And enough of them. This mandates we have deeper, one-to-one connections with those clients we already have, and perhaps those we want to bring into the fold. The best tools we have are email and phone/zoom calls - filled with bright ideas.

So how good are your firms' BD skills?

Have you got a BD plan for each call or email? Do you have an engaging, personal, yet succinct email with an idea that resonates and a call to engage in discussion? Do you have a list of 'beyond today' prospects to call and offer support to? How will you handle likely objections - I don't have time, I don't have money, can you do this for free, etc.? Can you provide clear guidance to a client about the easy first step to be taken to kick off the engagement?

So what should you do?

Tap into whatever resource is best for you. Internal resources should be available after the Transition phase is over. Ask for their input. In-house teams should consider online videos for simple tips and tricks. Get an email template drawn up quickly. Do your market analysis - top to bottom. Brainstorm proactive ideas to share with clients and prospects. Be generous, open and helpful.

These are practical ways to get ahead of the pack.