• Graham Kennedy

Sustaining the Top Line During the Pandemic


Although some technology businesses have seen demand for their services increase as a result of the pandemic, many services businesses (and some technology businesses too) have seen their revenues decline, or their pipelines weaken. So, what easy steps might these businesses take to sustain or increase the top line?

In our experience, and in the experience of our clients, conversations with ideal clients and prospects are key to sustaining or increasing the top line; there’s also a strong line of reason that suggests that talking to ideal clients and prospects is even more important at the moment.

Businesses (and clients’) priorities have changed as a result of the pandemic. Conversations provide an ideal way of finding out where priorities now lie, and how services and technology businesses should now position what they have to offer so their services are relevant and attractive.

So, talking to clients and prospects – especially those with whom you haven’t been in touch for a while – is especially valuable. From their perspective, they may appreciate a conversation with someone outside their organisation or the close circle or people with whom they now interact. Not only will this provide a different social interaction, which can be uplifting, but it can also provide a different perspective on any situation they’re facing. If you dare to use the telephone to make a ‘phone call, you may also provide welcome relief from back-to-back Zoom or Teams calls too!

If you would appreciate a conversation about ways you might engage (or re-engage) with clients or prospects during these interesting times, please message me directly. I’m always delighted to share experiences on this topic!

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