Convivio Cookbook
  • Introduction
  • Our Business
    • The Convivio brand
    • What do we do?
    • Our work for clients
    • Our Purpose
    • Our Pulse
      • Big Rocks
      • Problems
    • Company Policies
      • Environmental Policy
      • Anti-Bribery Policy
      • Fair Tax Policy
        • Dividends policy
        • 2020 Results and Tax
        • 2019 Results and Tax
        • 2018 Results and Tax
        • 2017 Results and Tax
  • Our Team
    • Help! I'm new. How do I get started?
    • Starting at Convivio
    • Staff Benefits
    • Being a buddy
    • Having a buddy
    • Free-Range Working
    • Convivio Fridays
    • Notes: give & receive feedback
    • Security Screening
    • Submit Expenses
    • Purchases
    • Your home working environment
    • People Analytics
    • Recruitment
      • Help Card: Writing a Person Profile
      • Help Card: Writing a Job Description and Advert
      • Help Card: Publishing a Job Advert
      • Help Card: Reviewing CVs
      • Help Card: Preparing and Conducting Structured Interviews
      • Help Card: Preparing and Conducting Remote Working Interviews
    • Team Policies
      • Security Policy
        • Acceptable Use Policy
        • Business Continuity Management
        • Data Usage Policy
        • Document Access Policy
        • Mobile Equipment Policy
        • Two-Factor Authentication (2FA)
        • VPN Guide
      • Equal Opportunities
      • Grievance Procedure
      • Disciplinary Procedure
    • Taking time off work
      • Holiday
      • Sickness
    • Peer reviews
    • Mental Health
      • Mental Health Training
      • Mental Health First Aid
      • Returning to work
      • Resources
    • Continuing Professional Development
      • CPD Annual Planning
      • CPD Sprints & Scrums
      • CPD Annual Review
      • CPD Annual Retrospective
  • Our Clients
    • Principles For Building New Client Relationships
    • Researching
    • Connecting
    • Nurturing
    • Assessing
    • Learning and Thinking
    • Pre-qualification questionnaires
    • Proposing
    • Agreeing
    • Beginning
    • Inspiration
  • Our Marketing
    • Content Publishing
      • Git Repository Conventions
      • Help Card: Writing a Case Study
    • Brand Guidelines
      • Content Guidelines
      • Branded Documents and Reports
  • Our Tools
    • Infrastructure
      • External Firewalls
  • Internal Projects
    • How we improve our business
  • Client Projects
    • Delivery Launch
    • Delivery Team
      • Convivio People
      • The Coach
      • User Researcher
      • Other Team Members
    • Digital Strategy
    • Discovery
      • Discovery Briefing
      • Discovery Planning
      • Discovery Modules
      • Discovery Findings
      • Discovery Principles
      • Prepare for prototyping
    • Prototyping
      • Inputs to Prototyping
      • Prototyping Objectives
      • Prototyping Inception
      • Prototyping Sprints
      • Prototyping Outputs
    • Build
      • Inputs to Build
      • Build Kickoff
      • User Stories
      • Backlog Management
      • Backlog Scouting
      • Sprint Planning
      • Sprinting
        • Daily Standup
        • Story Lifecycle
        • Design in Sprints
        • User Testing in Sprints
        • Quality Control in Sprints
      • Sprint Review
      • Sprint Retrospective
    • Service Management
    • Digital Service Standards
      • Delivery Methodologies
        • Scrum
        • Kanban
        • Lean
          • Technical Standards
        • Code Quality
        • Testing
        • Automation
          • Security Standards
          • Quality Standards
          • Risk Standards
    • Delivery Governance
      • Steering Group
      • Risk Management
        • Risk Attitude
        • Assessing Risks
    • Delivery Help Cards
      • Help Card - Sprint Planning
      • Help Card - Sprint Review
      • Help Card - Sprint Retrospective
      • Help Card - Product Owner Feedback
      • Help Card - Common Issues
      • Help Card - Slack
      • Help Card - Github
      • Help Card - Trello
  • Our Recipes
    • Convivio Classic Cocktails
      • Ingredients
      • Tips and Techniques
      • Martini
      • Negroni
      • Manhattan
      • Old Fashioned
    • Potage Dubarry (or, creamy cauliflower soup) with spiced green pepper
    • Roasted Sweet Potato in a Herb and Nut Salad, with Maple Chilli Dressing
    • Aubergine Curry
    • Vegetarian Paella
    • Easy Ice Cream
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  1. Our Clients

Nurturing

PreviousConnectingNextAssessing

Last updated 7 years ago

Once we have established a with key contact people at a potential client, we want to nurture those relationships.

Just like with romantic relationships this works best when — as long as it's a balanced and respectful relationship —we focus on what we put in, rather than what we get out. Remember, we're not trying to sell here, we're trying to find a good match between client needs and our expertise and services. This is the time to share our knowledge and experience in order to demonstrate it, and to show the way we work.

Steps To Take

  1. In Contactually, ensure each of the contacts at the potential client is assigned to at least one 'Bucket'.

  2. You'll then get regular reminders to help you remember to stay in touch.

  3. When contacting, be useful, helpful, informative, and don't just unecessarily contact people

Ideas To Help Nurture Relationships

  • Let people know about industry events. Maybe invite them?

  • Organise or sponsor events and invite people.

  • Meet for a coffee and catchup

  • Send useful articles, case studies

  • Figure out what problems they may have on their plate and offer useful contacts, resources, information.

If the relationship just isn't clicking, then there may not be a good cultural fit between us and their organisation, or between you and them. That's okay, it's human. Maybe try connecting a different person from our end, or with a different person at their end.

But also, it's okay to move a card back to the research stage, or mark it as lost at this stage if you think there just isn't a good match for us to work together with them.

Sometimes when we have developed good relationships with people, they'll come to us with opportunities to work with them. That's great! Time to move onto the next stage, .

Connection
Assessing a new opportunity