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Client Selection Process

Select your clients as carefully as they select you.

client selection process

Step 1: Define desirable client characteristics.

What makes a good client? What would make you want to work with them again? What would make you NOT want to work with them again? List the characteristics, then weight them.

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Advocacy Evaluation

1. Identify Who to Focus on First

Don’t try to work with everyone all at once. Focus your energies on a small group who can help you create a “tipping point” or “ripple effect” that touches and changes the rest of the organization.

  • Select “Key Influencers” – leaders who are well respected and persuasive, or have an ability to unlock/block access to key resources. For example, you could focus on middle managers, and more specifically, operations middle managers plus influential non-operations middle managers.
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    Mining On-Call, IDIQ and Roster Contracts

    Winning that on-call contract is typically not a guarantee of work. It is a license to win work. Now you have to “mine” the opportunities. Waiting for the phone to ring is not enough. Here are some steps that will help you maximize the value of that contract and your relationship with your client. Success requires that you execute a rigorous marketing plan just like for any competitive selection.

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    Who are we?

    S.R.Walker and Associates, Inc is a professional services consulting firm providing strategic planning, marketing and management consulting, training and coaching.

    Our services include:

    • Strategic Planning
    • Winning Work
    • Training & Coaching
    • Client Relationships
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    About us

    S.R.Walker and Associates, Inc is a professional services consulting firm providing strategic planning, marketing and management consulting, training and coaching.
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