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Obtaining clients who you actually want

Thomas Libertiny President, Libertiny Group Growth Through Strategy www.LibertinyGroup.com

Š 2006 by www.mondolithic.com. Used by permission


Obtaining clients who you actually want

Agenda Growing through client acquisition Step 1: Analyzing your present clients—should you keep them? Step 2: How to bring in new clients—sources, timing, cost Step 3: Funding your growth Questions


Obtaining clients who you actually want

Step 1: Analyzing your present clients—should you keep them? Profitable clients Good clients who will be profitable Unprofitable clients

Unprofitable

Good clients


Obtaining clients who you actually want

Step 2:

How to bring in new clients—sources, timing, cost

Sources Special events (1 per year) Industry network events (4 per year) Participate

Monthly industry breakfasts (12 per year) Host them yourself

Volunteer work (12 per year) Referrals (12 events per year minimum) Clients, friends, family

Mailings, E-mail, Blog (12 per year) Quantity, then screen


Obtaining clients who you actually want

Step 2:

How to bring in new clients—sources, timing, cost

Timing Hot leads—1 to 3 months Warm leads—6 to 12 months Cold leads—2 to 3 years


Obtaining clients who you actually want

Step 2:

How to bring in new clients—sources, timing, cost

Cost Budget for each event—small or large Track spending If unsuccessfully from timing or cost perspective, end program


Obtaining clients who you actually want

Step 2:

How to bring in new clients—sources, timing, cost

Cost for source (over a 1 year period) Special events—$15K per event $150/person (100 people per event) Hit ratio: 2% per event Cost per new client: $7,500 per year (1 event per year) Total new clients: 2 per year Industry network events—$2K per event, $8K total annual cost $80/person (25 people per event) Hit ratio: 4% per event Cost per new client: $2,000 (4 events per year) Total new clients: 4 per year


Obtaining clients who you actually want

Step 2:

How to bring in new clients—sources, timing, cost

Cost for source (over a 1 year period) Monthly industry breakfasts—$250 per event, $3K total annual cost $25/person (10 people per event) Hit ratio: 2% Cost per new client: $1,500 (12 events per year) Total new clients: 2 per year Volunteer work—$200 per event, $2.4K total annual cost $40/person (25 people per event) Hit ratio: 8% Cost per new client: $1,200 (12 events per year) Total new clients: 2 per year


Obtaining clients who you actually want

Step 2:

How to bring in new clients—sources, timing, cost

Cost for source (over a 1 year period) Referrals—$0 per event Hit ratio: 50% Cost per new client: $25 (12 events per year minimum) Total new clients: Depends on size of present client base Mailings, E-mail, Blog—$5K per event, $60K total annual cost $0.5/person (10,000 people per event) Hit ratio: 0.005% (0.5% show interest, 10% of 0.5% are clients that you want) Cost per new client: $1,200 Total new clients: 50


Obtaining clients who you actually want

Step 3:

Funding your growth

Sources Debt Personal Banks Suppliers


Obtaining clients who you actually want

Step 3:

Funding your growth

Sources Equity Other businesses Venture capital Joint ventures Personal


Obtaining clients who you actually want

Step 3:

Funding your growth

Venture Capital Your own money Angels Seed money (Round 1) Expansion (Round 2) Mezzanine (Round 3) IPO/Merger/Acquisition (Round 4)


Obtaining clients who you actually want

Step 3:

Funding your growth

Venture Capital Your own money Angels Seed money (Round 1) Expansion (Round 2) Mezzanine (Round 3) IPO/Merger/Acquisition (Round 4)

Commonality Where are they?


Obtaining clients who you actually want

Step 3:

Funding your growth

Venture Capital Your own money Angels Seed money (Round 1) Expansion (Round 2) Mezzanine (Round 3) IPO/Merger/Acquisition (Round 4)

$1 to $ 7 million 2 years


Obtaining clients who you actually want

Step 3:

Funding your growth

Venture Capital Your own money Angels Seed money (Round 1) Expansion (Round 2) Mezzanine (Round 3) IPO/Merger/Acquisition (Round 4)

$7 to $25 million


Obtaining clients who you actually want

Step 3:

Funding your growth

Venture Capital Your own money Angels Seed money (Round 1) Expansion (Round 2) Mezzanine (Round 3) IPO/Merger/Acquisition (Round 4)

$25 to $350 million


Obtaining clients who you actually want

Step 3:

Funding your growth

Venture Capital Your own money Angels Seed money (Round 1) Expansion (Round 2) Mezzanine (Round 3) IPO/Merger/Acquisition (Round 4)

One exit strategy


Obtaining clients who you actually want

Step 3:

Funding your growth

Tips Debt More control Need tangible property to secure Equity The importance of $7million

$7 million


Obtaining clients who you actually want

Questions

Š 2006 by www.mondolithic.com. Used by permission


Obtaining clients who you actually want

Thomas Libertiny President, Libertiny Group Growth Through Strategy www.LibertinyGroup.com

Š 2006 by www.mondolithic.com. Used by permission

Obtaining Clients Who You Actually Want  

Libertiny Group Workshop: ”Obtaining Clients Who You Actually Want”

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