Eighteen statements in four sections, one for each pillar of the Buyer-Side Method. Rate how true each statement is of your practice today, from 1 to 10. Be honest; the scorecard is for you, and you may score lower than you expect the first time. It takes about ten minutes. Your scores, section by section, arrive by email within 5 minutes, with the first fix for your weakest pillar.
1. I can name the one type of buyer I serve in under 10 words, and 8 of my last 10 clients fit that description.
2. I have one named offer with a fixed scope and a fixed fee, and I have sold it at least 5 times.
3. My LinkedIn headline names the buyer and the problem, not my job title, and I have reviewed it in the last 30 days.
4. At least 3 of my last 10 enquiries came from people I had never met, who found me by my topic.
5. Within 24 hours of being asked, I can send a prospect 3 written results from past work, each with a number in it.
6. I publish something a buyer would learn from at least 4 times a month, on LinkedIn, by email or in a talk.
7. I keep a written pipeline with at least 10 live conversations, each with a next date.
8. At least 2 of my last 10 clients came from a referral I asked for, not one that happened by chance.
9. In the last 90 days I have had at least 1 conversation with an institutional buyer (a government body, an association, a bank, a Sector Skill Council or a large company) about a programme, not a day rate.
10. I know my enquiry-to-client conversion rate for the last 12 months, and it is above 30 per cent.
11. My last 5 proposals priced the outcome, not the days, and I did not discount any of them on the phone.
12. On 9 of my last 10 engagements I received at least 40 per cent of the fee before work started.
13. No invoice of mine has been unpaid for more than 45 days in the last 6 months.
14. I have raised my fees by at least 20 per cent in the last 12 months and kept the clients.
15. I can take 2 weeks off and at least 1 client engagement keeps moving without me.
16. At least 40 per cent of my revenue comes from retainers or from clients who have stayed 6 months or more.
17. Every engagement follows a written method with named steps and templates, so a new associate could deliver step 1 within a week of joining.
18. Every week I review 5 numbers in writing: enquiries, proposals sent, win rate, revenue billed and hours worked.
Your scores are sent to you only. We never publish or share them.
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