The Business Survival Project is a hybrid Business Development Program combining a lead generation component with a unique pro bono element that has solid social responsibility credentials.
The three-part program is designed specifically for professional service firms. It starts by offering you, the professional firm owner or manager, new consulting opportunities with existing client businesses.
Expand Your Business Advisory Credentials
As a professional adviser, you offer to work with your existing clients on a new aspect of their business – to help build a plan for their business survival.
How to build a plan is outlined in a step-by-step process in Emergency Preparedness for Small Business, a simple and easy-to-read book that you give to clients. With the help of its fifty-page companion Workbook, plus materials we provide as part of the project, you will find that helping create a plan for the business is surprisingly easy. It is also likely to uncover opportunities for the business to streamline operations and perhaps even reduce insurance costs.
Even if your client does not decide to immediately move ahead with full planning, by introducing the project you have the opportunity to deepen your relationship. A stronger relationship adds to the client’s potential profitability to your firm while demonstrating the value of your consulting services.
Develop New Business
The second part of the program is aimed at generating new leads. Through a controlled direct mailing, you will be able to offer copies of the Emergency Preparedness book to companies you select as potential clients. Responses to the mailing become opportunities for a dialog with you about the value of having a Business Continuity Plan and how you can help them build one — and offer other services, as well.
Recognizing that participating professionals will not all have in-depth experience with Business Continuity Planning, participants in the Pilot Program will be provided with a comprehensive Guidebook that includes checklists, conversation guides and questionnaires appropriate to their discipline and expertise.
In addition, participating professionals in the Accounting, Banking, Legal, and Insurance fields will be provided with our consulting services in a structured program of follow up and support.
Build Your Public Image
The third and lasting aspect of the Business Survival Project is the public relations opportunity it provides. Your company will necessarily become known for its new – and in many markets unique – interest and commitment to its clients and to the community. You could expect new referrals from current clients as well as from participating professionals on the client business teams.
If you find the Small Business Survival Project of interest, the following questions and answers should provide you with enough information to decide whether or not to apply to become one of the Pilot Program participants.
Why should I consider this program?
You need long-term clients. Businesses at risk of failure don’t make very good long-term clients. Small-to-Medium Size Businesses (SMBs) are notoriously lacking in adequate Emergency Preparedness Plans in an era of increasing disasters.
You are probably also looking to develop stronger consultative relationships with your clients. Your advice and counsel is really at the core of your true value.
Today, transactional services are less profitable overall and often perceived more as commodities than professional services. The Business Survival Project serves to elevate your clients’ perception, expanding the relationship and enhancing billings.
You also need a continuing flow of inquiries for potential new client development opportunities. The Business Survival Project includes a dynamic lead generation element.
How does the program help my clients?
A Business Continuity Plan offers multiple benefits for small businesses. In addition to making the business more resilient in the face of growing natural and man-made threats, the act of planning usually uncovers operational inefficiencies as well as vulnerabilities. Opportunities to lower costs can add directly to the bottom line.
It’s also a tangible way to expand engagement with suppliers and customers as well as employees and other stakeholders.
What do I have to do to make the program work?
- We help you make businesses aware of their risks through a series of personal letters from your firm. We draft suggested copy for letters. You pick current clients and good prospects to get the letters. The offer is a complimentary copy of the book Emergency Preparedness for Small Business. (You will be provided with a quantity of the books and suggested text for a variety of communications — interview, checklists, etc. — as part of the Pilot Program fulfillment package.)
- You give those who respond to your letters a set of valuable emergency planning tools for building their plan. It includes material that focuses on your area of expertise, a copy of the book and an initial complementary face-to-face consultation regarding their business. We also provide you with innovative and intuitive planning tools and suggested ways to work with clients.
- As part of the “team concept,” you become an active member of your client’s planning group made up of key staff and employees as well as their other engaged professional advisers. The materials we provide you with offer clear guidance for the type of information each team member’s skillset and experience will contribute to the planning.
For example, as the insurance professional on the team, your counsel on the type and availability of various forms of insurance coverage will likely play a key role in protecting the business. In particular, you’ll become a resource for specialty insurances – Business Interruption insurance, Extra Expense coverage, etc.
For another example, as the company’s banker, your input on financing options during recovery operations, availability of bank services, etc. will impact the planning and operations following a major interruption.
Participate on Your Own Terms Indefinitely into the Future
Once we receive your Application information, depending on whether or not we feel we can support the program in your area, you will receive a written proposal for participation. It’s important to point out that this Pilot Program is essentially a test to measure the level of response and the need for our support for participants. We don’t anticipate we’ll have to provide any significant long-term consulting beyond the test program.
Assuming you experience success with the Pilot Program, you will have the opportunity to participate on your own terms indefinitely into the future.
The Business Survival Project is multi-faceted program with the potential to have a major impact on your firm as well as on the businesses you serve. And the importance increases with each new disaster. More threats are arising almost on a daily basis.
Next Step: Request the Application Package
If you haven’t done so yet, go to Amazon and purchase one or more sets of the book Emergency Preparedness for Small Business and the companion Workbook. Discuss the opportunity internally and even with members of your business community.
Now, send us an email and request the Application package. The package has questions about the number of clients you wish to include in the Pilot Program, a description of your marketing area by zip code/s (We want to minimize conflicts between two or more competing firms.) and the number of “leads” or inquiries you are comfortable handling per week and total over a 90-day period.
If your situation fits the parameters of the test program, we will contact you to discuss. And if appropriate, we’ll provide you with an outline of costs and time frame.
We’re excited about this program. We think it has the potential to add new business for professionals PLUS needed new resilience to select small businesses. We look forward to your questions about how to put it into action.