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Digging Fields.

It’s a lot easier to dig a field that has been dug before. Here’s a quick project for you to do. Write down your top twenty clients or as many as you have if less. Now write a number next to each one that relates to the number of contacts that you have in each one. Define a contact as someone who you send CV’s to who has given at least one candidate an interview in the last 12 months. That’s a great indication of the strength of your relationship with your client companies. Next put a figure next to each company name that relates to the revenue generated from it in the last 12 months. Relate the number of contacts to the revenue and find which client company relationships need strengthening by expanding the number of contacts. Don’t build your business on weak foundations. That should provide you with a prioritised hit list to phone for internal referrals. “Hi John, I hope you have been pleased with the help I have been giving you – I wonder if you could help me…..” NB Remember a client is a company that has paid you a fee and anything else doesn’t qualify !

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