To grow we need to change how we
engage with our clients


  • Number of new contacts and seniority

  • Proactive meetings per month

  • Total face to face time per month

  • Know how your clients make money

  • Number of times asked for advice

  • Proposal conversion rate






  • Satisfaction Scores

  • ROI

  • Number of reviews conducted


In your client’s evolving business culture, there is one thing that they are very short of and two things they are not:


  1. They are VERY short of time

  2. They are NOT short of problems

  3. They are NOT short of people trying to sell to them

When you take these 3 factors together, how you commercially approach clients and prospects must dramatically change. We need to challenge ourselves to move from ‘information giving’ to ‘problem solving’.

What does this mean for your teams?  They need to consistently:

  • Get smarter about how your clients make money

  • Spend time and energy at your clients, focused on business conversations

  • Be curious about your clients industry and create ideas and points of view

Measuring teams on the above and developing their capabilities to do them brilliantly is the key to creating a future proofed, client centric approach to commercial growth

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