Winning Clients in a Wired World - Front Cover








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“In an industry thatís become very complex and where our most precious commodity, time, has become even more dear, Kip Gregory's book, Winning Clients in a Wired World provides all sales, marketing and client service professionals an indispensable tool to substantially increase work flow efficiencies. Kip's compendium of tools and processes will allow you to not only gather assets more effectively, but also (and more importantly) provide a disciplined approach to satisfying and retaining clients.”
—Frank Minard,
Acartha Group

Read an Excerpt: Chapter 1

KEEP WHAT'S CRITICAL AT YOUR FINGERTIPS

"The most meaningful way to differentiate your company from your competition, the best way to put distance between yourself and the crowd, is to do an outstanding job with information. How you gather, manage, and use information will determine whether you win or lose."
—Bill Gates, Business @ the Speed of Thought

Leveraging Knowledge and Time

Any way you slice it, a big chunk of productivity is lost in the search and retrieval of information. If you're in sales, it's especially painful because every minute spent digging for something means less time for cultivating clients or calling on prospects.

So what if you could designate a single spot for capturing, organizing, and storing all your critical information: sales ideas, your marketing plan, phone scripts, proposal content, procedures, the things you currently carry in your head, scribbled on a notepad, or stuck on a Post-it? Suppose you could have instant access to that information any time you wanted-indexed so you could scan a list of topics and immediately jump to what you needed.

Did you know . . .?

· Over 50 percent of the average knowledge worker's time is spent looking for information.

· Up to 20 percent of employee time is spent replicating answers for others.

· Over 80 percent of the knowledge available to most companies is never actually utilized.

Imagine you could use that very same indexing technique to professionally format documents and reports you wanted to share with clients or prospects: quarterly or annual account reviews or a proposal to do business — wouldn't that be a tremendous productivity boost and a potentially huge competitive advantage?

Now, what if I told you it wouldn't cost you a cent to obtain that tool because you already own what you need to create it, software you use every day; would you be willing to invest a few minutes in learning how to use it?


The Knowledge Journal Concept

What I'm describing is called a knowledge journal, a file created in Microsoft Word for organizing and leveraging what you know about acquiring and servicing clients and running every facet of your business, more effectively. A knowledge journal is a bible of business processes, mission and values, goals, challenges, brainstorms, and anything else you want to refer to regularly.

Here's an example. You return from a conference with a notepad full of improvement ideas. You're excited about putting them to work, but you're met by a mountain of voice mail and e-mail demanding your attention. The urgent need to clear the backlog trumps your enthusiasm, and reluctantly, you put your notes aside. Other things come up; the notes get buried. Months later, cleaning off your credenza, you find them and think, "Gee, there was a lot of good material here, but now I can't remember what I wanted to do with it."

Sound familiar?

Keeping a knowledge journal is a simple, effective way to increase your return by keeping important information easily accessible ...

Get the details on how to set up your Knowledge Journal:
Download the full excerpt of Chapter 1