Tips on beginning to sell and build external relationships for new directors?

Freshly minted Director here. While good at execution, I don’t really have of network of clients that I could sell to at the moment. I have a strong internal network, but not sure how to get started establishing a book of business (or preparing myself too).

I am 30 so I generally feel a disconnect due to age with the sponsorship / executive groups.

like
Posting as :
works at
You are currently posting as works at

1. Don’t think of it as selling. Think of it as developing relationships.
2. Relationships and trust take time to develop. Be consistent, patient, honest, and authentic.
3. Don’t focus on just the executives. Focus on your peer group who have/will have recommending powers and will become buyers and executives down the road.
4. Don’t focus just externally. The power of our firms are in the relationships our firms have, not you as an individual. Get to know the gate keepers to the accounts.
5. Accept that not everyone will like you or jive with you. Find your people.

likehelpful

Very helpful across all points, thank you!

1. Do not think of it as selling. Think of it as developing and maintaining relationships. Selling projects is a byproduct of those relationships.
2. Treat the relationship development like it’s your job. It is. Make a plan and give yourself deliverables and deadlines.
3. Your internal relationships are just as important (if not more important) than external relationships with potential clients. In general, the number of projects you will win from other partners bringing you in will greatly outnumber the clients you went out to source yourself.
4. This is a team sport. You will rarely go into a pitch alone and you can’t deliver the project alone.
5. Do not lose focus on a high quality of execution. That is the product you are “selling”. Doing great work also gets you referrals.
6. Learn from partners that do it well. You’re not supposed to figure it out on your own.

likesmarthelpful

MD1, thank you for the detailed answer!

How are the people you went to school with, worked with previously who left the firm, etc. doing? As you grow in your career, so do they. And you already have a relationship with them that isn’t based on sell sell sell.

like

Haha true :)

Partners, do you find your classmates from school becoming your client, especially those from an mba program?

like

Never happened to me, but they’ve been great referral sources.

helpful

Related Posts

Any restaurants or bars you’d recommend somewhere between Culver City and Korea town?

like

From agency to client side as a executive/senior executive, is asking 15 to 20% pay increment reasonable? I have relevant industry experience as well.

Did anyone with Canada PR go to Mexico for stamping renewal due to lack of dates at home/Canada? Any thing one should be concerned of?

like

Hey all! If anyone is looking for a referral, reach out to me and we can see if you’re a good fit

like

Re startup- it’s been years but I decided to do Senior Pictures for my sons friends. But if am not sure what to charge. I said I would do it for my portfolio but they want to pay me. So any advice?

like

Hi,

Is anyone been to KL, Malaysia to work or living there?

Just want to know the payscale and living expenses.

Thanks.

like

Deloitte Canada vs PwC Canada Titles. I was offered a "Lead" role at Deloitte and wondered how it compares to Director 1 at PwC. I heard Lead was the level between Deloitte Manager and Sr. Manager.

like

Where does uber pick up at the LGA airport? Hear it’s far away from the terminal..

like

Not sure if this is the right place to post but I have really been struggling with work lately. I was diagnosed with ADHD in the winter and prescribed adderall. While it helps me get up and start my day, I still completely lack motivation to actually do anything even as simple as responding to an email. Prior to the ADHD diagnosis I battled with a panic disorder for about the last decade and was prescribed xanax. However my doc didn’t feel comfortable with both scripts so I no longer (cont)

like

Hi Team,

Can we sent the offer letter from other organization to morgan stanley once we receive the offer from morgan for revising the salary

Need to buy a stackable washer dryer for a rental. Was looking for something standard not fancy or anything. Any recommendations on where I should look or any deals to look for?

like

Hi Fishes, can anyone guide that how to check on infosys launchpad whether uploaded documents are accepted or not?

like

What's the recruitment process for Consultants or associate consultants on analytics side ? I was said there would be 4 steps at minimum.

like

Hi im looking for referrals in Deloitte Canada. Can any one help, would be happy to arrange a coffee chat to walk you through my experience and resume.

like

Larsen & Toubro Infotech Accenture Capgemini Larsen & Toubro Infotech KPIT I have 4+ years experience in JAVA and Springboot. could anyone please refer me for the same.

like

Guy i have a bike to transfer to this state. Istay near phoenix mall. Is KR Puram rto good, do they harass people?

like

Why are the London MBBs so competitive when the pay is so much lower than the states? Even when compared to LCOL cities?

like

Recently joined Bofa- feels like technology wise bofa is behind- doesn’t use latest tech stack.
Lot more restrictions, red tape and approvals required to get things done.

like

Hi fishes, looking for referrals for a friend:
Work experience: 2 yrs
Current Organization: Wipro
Current role: SAP Basis Consultant
Seeking opportunities in similar role.

like

What would you choose? MBB (Digital practice) or Amazon PMT?

Background: T15 MBA student, 7YoE as Mech engineer, long term goal is to climb ladder in Tech, married and have a baby

Situation: I have a MBB and Amazon PMT offer for summer internship that I need to choose. MBB comes with FT offer, Amazon PMT will most likely result in return offer. If I go with MBB, I plan to exit to big Tech in 2-3 years. Y1 TC for both will be quite similar (around 230k).

Thank you in advance!

like

Additional Posts in Partner One

If one of your direct reports has another offer, would you prefer they talk it through with you first or just hand in notice?

like

What kind of music do you like? Asking because I've now seen/listened to three different partners' playlists and they all contained both Dave Matthews and Eminem

funnylike

How did you get in touch with Daversa? They do not seem to operate like the other exec search (no e-mail contact on website, no cv/letter upload functionality on website, et.)

What can I do when a partner on my engagement doesn’t listen to me and makes bad judgment calls, gets us into bad situations despite of how I advised him against, he pulls rank and makes executive dec

like

Hello AP, partners and MD .

1. Do you still get headhunted by PE/ HF funds?2.Is it mostly in operations capacities or investment division?
3A.lso how high/low is the TC compared to your current consulting compensation ?

Thanks,

like

Partners, Why does the firm constantly invest in people deemed high performers (1 or 2 rated) but never provide opportunities for those at the3 level to get them up. People aren’t rated the same

like

Hey All, I am looking for book recommendations for my dad who just retired as a partner after 33 years at his firm. Any ideas you can provide would be greatly appreciated.

like

Aside from the exec, are there partner who are fully mid/back office? And if so, what does their income look like?

like

Why don't firms invest in R&D for Artificial General Intelligence? Seems like this would be a powerful tool to have as a consultancy

funny

Relatively new, just curious - how often do you make mistakes, and how do you recover? I’m finding that I have a ton of anxious about making mistakes, and lately, a ton of anxiety in general. Does it

like

Am close to making Partner at my firm (T2 Strategy shop) but worries because I see many peers stagnate at my level for 4-6 years (I’m in Yr 2) and COVID crashes the pipeline (con’t)....

like

Partners - when you see someone on your project that has been with the firm a long time and is basically a career consultant how do you view that?

like

Partners - how stressed would you say you are on a daily basis because of work? Does the money actually make it worth it to you (like can you actually even enjoy it outside of work)?

like

Partners, how can you tell whether an analyst has a good potential to become Partner later? What traits do they possess in their 20s: nice OR aggressive, do-as-told OR inquisitive and ask questions?

likefunnyhelpful

Your best word of wisdom to the next generation ?

Here is some of the best I have heard « separate your emotions from the outcome. If you did your best and set everything you could for the outcome to be successful, the next steps may be beyond your controls so take a step back »

likeupliftinghelpful

McKinsey & Company Bain & Company Planning to transition into consulting. Any PMD's willing to chat for fitment or guidance.
In current role had built a profitable consulting practice for b2b saas product. Worked with F500 clients on multi million dollar engagements. YOE : 12+

McKinsey & Company, Boston Consulting Group Bain & Company

like

What was the first thing you did once you become partner? I am assuming heavy pressure on selling more than what you were selling before?

like

Wife and kid are going to be out of town for the next 2 weeks. Instead of wasting time, I’d like to do something productive. What would you do if you have say 3+ hours a day. Maybe self help, wealth creation type books, work out daily, take care of some things around the house.

like

Partners - I m a new director in a firm and I m slowly reaching out to other directors and partners from different groups to sell work together. My approach is to develop relationships with....

like

How is partnership pay determined across service lines? Do partners in consulting get more units than let’s say audit ?

like

New to Fishbowl?

Download the Fishbowl app to
unlock all discussions on Fishbowl.
That was just a preview…
Sign Up to see all discussions
  • Discover what it’s like to work at companies from real professionals
  • Get candid advice from people in your field in a safe space
  • Chat and network with other professionals in your field
Sign up in seconds to unlock all discussions on Fishbowl.

Already a user?
Login here

Share

Embed this post

Copy and paste embed code on your site

Preview

Download the
Fishbowl app

See what’s happening in your industry
from the palm of your hand.

A phone with Fishbowl app

Send download link to your phone

OR

Scan your QR code to download
Fishbowl app on your mobile

By continuing you agree to Terms of Use and Privacy Policy.

Messaging rates may apply

Download app

Sign up for free to view this conversation on Fishbowl

By continuing you agree to Terms of Use and Privacy Policy

Already have an account? Log in

Sign up for free to continue using Fishbowl

By continuing you agree to Terms of Use(New) and Privacy Policy(New)
Messaging rates may apply

Already have an account? Log in

For account settings, visit Fishbowl on Desktop Browser or

General

Legal