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

Researching

PreviousPrinciples For Building New Client RelationshipsNextConnecting

Last updated 7 years ago

Sometimes clients come to us first. If you think that the best way to find your soulmate in dating is just to sit in a corner and wait to see who approaches you in a bar, then this is fine. But we don't want to rely on that, and think it increases the odds of finding a good match if we go looking too.

That means we first need to understand what makes a client an ideal match for us. Then, we start our recipe by researching:

  1. Research to find those types of organisations. This could be in online trade publications, at events, through our network, or through knowing about organisations we would love to work with.

  2. Next identify suitable contact people at that organisation, and add their details into our CRM, .

  3. Create a card in the under the 'Researching' column.

  4. Research what they are working on, what is important to them, what their strategy is, and what problems they face, and create notes in the CRM to remind us in future.

During this we may find out that the organisation is not a good match, in which case mark the card in the new client pipeline as 'lost' even at this early stage. We want to track how early we 'lose' new business. We will never win everything, but our aim should be to move the loses earlier and earlier in the process. This is the perfect stage at which to lose. Marking something as lost now, rather than at a later stag is a big success.

Once we have the basics of research on a client, the contacts and the potential opportunity in place, we can move onto with them.

Contactually
New Clients pipeline
Connecting