1. Grow Your Desk, Build a Business of Choice
Moya Rylands

2. Planning
Forward Plan
“Planning is bringing the future into the present so that you can do something about it now!”
Alan Lakein

3. Peaking and Troughing Typical Reactive Desk $k 50 40 30 20 10
Jan Feb Mar Apr May Jun Jul Aug Sep
Month
Peaking and Troughing

4. Planned Desk $k 50 40 30 20 10 Jan Feb Mar Apr May Jun Jul Aug Sep
Jan Feb Mar Apr May Jun Jul Aug Sep
Month

5. Start with the End in Mind

6. Measuring and Monitoring
Measure the Right Things
at the Right Time
Activities, Ratios and Results 6

7. Hit List
List 7

8. Client Selection and Planning
Sales
success
Client Selection and Planning
Step 4:
Sales Strategy
Step 3:
Client Profiling
Step 2:
Client Universe
Step 1:
Degrees of difficulty 8

9. Sales Strategy 13 Week Plan Goal Objective Success Objective Sales
Research
Objective
Research
13 Week Plan 9

10. Client – Consultant Relationship
Advocacy
Loyalty
Commitment
Trust
Acceptance
Contact 10

11. Building a Business of Choice
Competitors
Competitors
Company / Internal Customer
Candidates
Clients
Competitors
Competitors

12. Thank you!