Is Your Firm Recession Ready?

1

When’s the last time you took a good look at your business development strategy?

There’s no better time than now, to really review your strategy, internal processes, and business plan.

There are a number of significant factors that can play a part in a recession, such as global supply chain issues, commodity costs, shipping costs, inflation, etc.

How future-proof is your team in a recession? What plans are you putting in place to make sure that you can support your team and your business?

If you’re feeling a little lost, here are some tips to start your journey of recession-proofing your firm.

See how we guarantee your firm 300% ROI in 12 months

Navigate Inconsistent Sales Results

This FREE One Page Sales Plan is the foundation of our award-winning sales coaching. It will make it easy to grow sales, without tearing your hair out and feeling stressed and frustrated.

Download the One Page Sales Plan here and see how industry-leading sales training can improve your business:

2

Analyze Your Current Revenue

Where are you seeing growth and where do you think there’s room for improvement? Is the majority of revenue coming from less than half of your clients?

How much of your revenue is repeat work vs. new client revenue? What would happen if your #1 client began to cut back investment by 50% or more?

It’s also a good time to take a moment to review where your team’s strengths are and where they may need support.

3

Revise Your Business Plan

Pivot your current strategy and think about new market sectors which you could take advantage of.

Say you haven’t quite explored a different market yet as the opportunity hasn’t presented itself, could you benefit from shifting and solving newly introduced problems?

Could you expand your client base by performing more work outside of your current marketplaces?

See how we guarantee your firm 300% ROI in 12 months

Learn How To Fast-Track Growth

We help Firms grow profitable revenue. Request a demo to see if our Growth Transformation Program is a good fit for your firm.

During your Growth Transformation Demo we will demostrate our structured methidology and discuss your top priorities for growth.

We’ll share specific examples of how we have helped Firms achieve transformational growth.

pathway

4

Review Your Business Development Process

In recessions, it’s likely that a client’s behavior will shift to make more of a conscious decision, creating a longer sales cycle. You may have to proactively reach out to initiate conversations about future work.

How does this differ from your current process of winning new business? Keep this in mind when it comes to your BD process – the more time you focus on your prospect before they’re ready to take action, the greater your odds of successful conversions come proposal time.

5

Think About Your Systems & KPIs

How far out can you accurately predict future revenue from the systems and activities you’re currently managing your firm with? Strong systems and tracking the right KPIs will ensure you have the critical analytics to drive your firm where you intend to take it.

Make sure you are laser focused on all of your critical activity levels like proposal activity, conversion ratios, and new lead generation.

See how we guarantee your firm 300% ROI in 12 months

6

Motivate Your Leadership and Management Team

Make sure they are focused by providing them with a positive and supportive environment. Focus more on deals that are winnable rather than dead ends by managing your pipeline and ensuring there are opportunities for progression.

Having regular discussions about client strategy helps insure you’re all aligned and creating the best opportunities for profitably executing your work and not trying to “re-invent” your practice with every new project.

7

Pre-plan Your Staffing Needs

Recessions are likely to see perfectly skilled and qualified staff seeking new jobs due to redundancy.

Retain and recruit top talent so that post-recession, your business is ready to recover to avoid an unnecessary hit if you need to relaunch your business

See how we guarantee your firm 300% ROI in 12 months

8

Maintain Your Mindset

It’s important to stick to a positive growth mindset in any business environment. Consider what you can do to make the most of a downturn and focus on what you can do to improve.

9

Review Your Current Skill Set

Skillset is particularly important in a recession as your marketing and business development teams may face more challenges than before. Are your team selling based on the value over price and do they have the skills to negotiate well?

Your team should be well versed in methods that position them as Trusted Advisors and have strong Account Management skills to retain your customers. For more on these topics, download our free ebook here.

See how we guarantee your firm 300% ROI in 12 months

10

Continue to Provide Performance Coaching

My last note is that I highly encourage you to continue to develop your team’s skill set with ongoing coaching. Implementing a performance coaching program for your sales team can have far-reaching benefits for a business.

11

Don’t Panic If You’re Not Prepared

If you find that you’re not quite prepared, don’t panic, we’re here to help you succeed.

See how we guarantee your firm 300% ROI in 12 months

Start Growing Right Now With These Free Resources

Here are some free resources to show you just how committed we are to helping you succeed.

SalesStar

At SalesStar AEC, we combine proven go-to market strategies, business development and sales coaching to deliver long term results that align with your vision and purpose.

SalesStar’s program helps Firms grow profitable revenue.

We guarantee your results so you don’t have to worry if our program will work for your firm. We guarantee to grow your Firm.

Ready To Grow?

When you have the right ATTITUDE to grow your firm, ACCOUNTABILITY to do what you say you will do to go to the next level, and take ACTION in a structured methodical way, your firm will grow rapidly and achieve true transformation.

If you want help getting there, find out if your firm qualifies for our Growth Transformation Program.

Results You Can Expect

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"50% topline growth"

"In the last several months we've exceeded our goals each and every month by approximately 50% of our monthly goals. But more importantly, is that a higher percentage of new sales now are with new clients, that was one of our goals going into the process."

"Tailored to our specific needs"

"What I liked most about working with SalesStar, is that it's not a cookie cutter approach to selling. It's really tailored to our specific needs. We can break off if we have a target that we're really actively pursuing. We can turn on a dime and really focus our efforts on achieving our goal for that week. But also continuing to keep the long-term vision in play."

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"Doubling of our revenue"

"In the last several months and we are on tap to have a doubling of our revenue for 2022 over 2021. We had set some goals in 2020 & 2021 of increasing our billings and our revenue and I can say categorically because of the training and guidance we received from SalesStar, we have had our largest billing month in the history of the firm."

Here Is An Example Of The Results You Can Expect To Achieve With Your High Performance Coach:

If you’re wondering if we can actually help you make your firm more profitable, just take a look at the numbers our clients typically achieve.

Average results in the first year of coaching, according to our coach reviews:

+ 0 %

RFP Conversions

+ 0 %

Projects’ Net Profitability

+ 0 %

Month On Month Revenue

+ 0 %

Revenue Per Employee Within 24 Months

We've helped over 600 business owners make $1BN in Profit

And we can do it for your Architecture business too. Take a look at these videos from some of our Boardroom members to hear for yourself the impact Boardroom has on their businesses (and their lives!)

Play Video

Gene McHugh

“In the last several months we’ve exceeded our goals each and every month by approximately 50% of our monthly goals. But more importantly, is that a higher percentage of new sales now are with new clients, that was one of our goals going into the process.”

Play Video

Brent LaCount

“What I liked most about working with SalesStar, is that it’s not a cookie cutter approach to selling. It’s really tailored to our specific needs. We can break off if we have a target that we’re really actively pursuing. We can turn on a dime and really focus our efforts on achieving our goal for that week. But also continuing to keep the long-term vision in play.”

Play Video

Ray Manning

“In the last several months and we are on tap to have a doubling of our revenue for 2022 over 2021. We had set some goals in 2020 & 2021 of increasing our billings and our revenue and I can say categorically because of the training and guidance we received from SalesStar, we have had our largest billing month in the history of the firm.”

Start Growing Right Now With These Free Resources

Here are some free resources to show you just how committed we are to helping you succeed.