Written by: Doug Ott
I have noticed a common theme with the people I coach and train – most of them appreciate the importance of organization in the business development part of their practice.
They inevitably have that “ah ha” moment when they start to properly track their activity. Some people are good at keeping track in their head, but as their relationship base grows, that memory can be challenged which often results in things falling through the cracks. More importantly, potentially good relationships can be overlooked or forgotten due to new relationships taking over.
There are several tools that can be used for organization. Many companies and firms have invested in Client Relationship Management (CRM) programs for their business development team and practitioners. These programs can be useful for not only keeping track of business development activity but also collaborating with their colleagues when managing common clients.
For those who do not have access to a CRM, I encourage using some type of tool that is comfortable and familiar to you. Microsoft Outlook is a common one. You could even use Microsoft Word. I prefer using Microsoft Excel. It is an excellent tool for tracking important information such as time-stamped activity, notes on the contact, and follow up action items. Whatever tool you choose, it will only be as effective as the time and energy you put into it on a regular basis.
Bottom line – staying organized by using some type of “Relationship Tracker” will not only enable you to do a better job staying top of mind with your clients, but also build deeper, more meaningful relationships that will ultimately grow your practice.