Give some thought to putting an "opportunity value" into the equation.
Take away last years production numbers and look ahead at what accounts and what relationships give you the best opportunity to thrive in these tough conditions.
What you will find is that "opportunity value" is directly tied to the strength of your relationships. Also known as the ability of your clients to provide you with what we like to call "bank - able" referrals.
How many "bank - able" referrals are really out there for 2009. And how are you going to get to them. Where there is a will there is a way!!!!
2009 - Opportunity.
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