Traditional Business Development

OVERVIEW

CULTIVATING THE COI RELATIONSHIP 

 

With a general understanding of becoming a COI, we’ll shift gears and look at the key points of cultivating existing COI relationships.  As stated above, the first step is to establish yourself as a center of influence.  Demonstrating the relationship will go a long way to cultivating new and existing COIs. 

Once in place, here are some thoughts about leveraging your centers of influence:

Re-define your COI strategy/Initiate Contact

  • Understand the psychology of referrals and the most common myths
  • Clarify your vision of the COIs you want to target – your firm’s Ideal COI Profile
  • Build your COI pipeline by identifying an initial list of qualified COIs

Qualify for Fit

  • Understand the most important piece of information you must learn about your COI
  • Refine your COI profiling questions

Showcase Differentiating Value

  •  Clearly define the value you bring to COIs by refining your COI Value Proposition
  • Learn the components of case studies that show how you’re a good fit for the COI

    Agree on the Way Forward

    • Determine your approach for setting expectations as the COI relationship progresses

    Cultivate and Grow Relationships

    • Build your COI Engagement Plan and tactics for outreach
    • Design your COI Implementation Plan

    Implement and Refine Your Plan

    • Begin implementing your plan and meeting with prospective COIs
    • Review your strategy and your results regularly to determine if your plan on track

    Building The Brand