At first I hesitated on writing about this as expect a number of you went 'urgh', groaned or sighed as have heard more than enough about Brexit by now. But it's probably ran through many business people mind's already or should do post Oct 31st. How best to navigate some possible future choppy business waters is prudent.
To date this year I've experienced occasional prospect feedback that plans are on hold whilst awaiting to see what happens later in the year - and that was mainly during the 1st quarter. Some sectors are more anxious than others but the government will probably cushion more sensitive sectors such as automotive and agriculture with things like tax breaks, etc. Plus there's likely to be a post-Brexit government spending boost. Recently I did speak to a company that provided services to think tanks and political research bodies. As a result of politicians being consumed with Brexit matters for the past three years, demand for their service decreased and forced them to adjust their business model and look for more fruitful markets elsewhere. For now, and in general, it seems many prospects have decided to just get on with business as usual- until they have a better understanding of what sort of Brexit consequences there will be. As I write it's still uncertain what sort of Brexit we'll get along with some experts predicting a 2nd extension or a general election or a no deal or some sort of deal. Forecasts seem as changeable as the weather. It is wise to be prepared. Better to be nimble and adaptive rather than lets just wait and see and then react approach, as you risk experiencing a longer and deeper dip than others who are being more proactive. Don't forget it can take up to 6 months + for a new lead to convert into paid work. There could be a bit of a political white knuckle ride ahead but my guess is whatever the outcome, there will be a mix winners and losers and whole load of much the sames. So yes I feel there will both new opportunities and new challenges. I'm ready whatever is decided - are you? Puzzles and conundrums interest me, so unsurprisingly I like tackling new business challenges as well. But why do some some businesses flourish and others flounder?
Having a successful and growing business is more likely to be a long process with ups and downs, trials and errors along the way - so don't be fooled by those overnight success stories. But you can tip the balance so it is more in your favour by avoiding some common mistakes:
Of course, if you need any help with the above then let's talk! Ilse I often get asked 'How many meetings, introductions, leads, orders, sales value of work, etc' can you forecast achieving in a month or year, etc. The honest answer is results are variable as there are a number of factors that can influence and affect the outcome of a new business campaign - as well as the ability of the person carrying out the work.
The quickest appointment I've achieved is after only one hour on the 1st day of a new campaign for a creative agency. And the longest took about 18 months of nurturing to reach a high level decision maker within a very large national organisation for a service that typically had a longer sales timeline. Most people will only want to meet you when they have a need coming up soon. Luck happens occasionally, but most of the time for a quality meeting you have to be patient and get the timing just right. Factors that influence and affect results can include and in no particular order:
The above will help you to work out what is a realistic achievable result - assuming you have a skilled and competent person (like me) executing it. That's it for now. Have a great summer! Ilse |
Strategic New Business Hunter
Archives
January 2025
Categories |