Your Week 13 Challenge: Develop a C-Suite Relationship
You’re in the home stretch of the 100-Day Client Growth Challenge–just one more week after this!
This week, you’ll apply strategies to help build a relationship with a senior executive by adding more “value for time” in your meetings.
To complete this week’s challenge, be sure to read or listen to Week 13: Build Senior Executive Relationships in It Starts with Clients(pages 201-216 in the hardcover version). (If you don’t have a copy of It Starts with Clients yet, please do buy one here, on Amazon. It contains all the detailed “how-to” for growing your client base. It is the foundation for succeeding at this Growth Challenge).
The Power of C-Suite Relationships
C-suite executives and other top leaders can create a budget where there was none. They are focused on revenues and profits, not just costs, so they’ll readily see the value in a larger, high-impact proposal. These leaders make decisions about strategy and policy, which you need to understand in order to put your offerings in a bigger context. They can unblock a sale that is stuck. Often, they are the ones who have to approve large contracts. Importantly, they can also recommend you to other executive decision makers.
Tips:
You already know lots of future top executives. So follow the person, not the position. Build relationships with smart, ambitious, motivated individuals and follow them throughout their careers.
Develop yourself into a “person of interest” that C-suite executives are drawn towards (this will be your final challenge, next week). This means not just developing renown for your in-depth expertise, but also reading widely and cultivating your own interests that you are passionate about. My conversations with the top executives I work with quickly veer from business issues to the personal side of life–and this is typical.
Your Week 13 Challenge: Add Value for Time with a C-Suite Client
Here’s your Week 13 Assignment: Complete pages 42-43 in the Growth Guide. You can also click here to download this assignment as a separate PDF: Week 13 Assignment.pdf
In seven days I will send you your Week 14 Challenge: Become a Person of Interest. So keep an eye out for the next email.
