As new staff join us and or we have
interns, my goal within the first 60 or so days, is to have instilled in them
the two most important things we do and why.
First is proposals. The key to any good
proposal is to have a solid, no bs, understanding of the potential client’s
culture, current status and goals and to demonstrate that in a proposal. In
essence, a good proposal is saying “I get you”. We’re going to work well
together because I get you. From there, the connection is made.
The
second most important thing we do is, in detail, demonstrate our worth or our
client’s ROI. If we can’t demonstrate our relevance to a client, they’re
certainly not going to recognize it on their own. These two things: relating
and demonstrating your company’s value is everything in our business. Without
these two things we’re not working and we’re not relevant. The end.