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PLAN IMPLEMENT ADD VALUE Sales Meetings Trade Association Keynote Why Plan? New Client Criteria


New Client Criteria

Are we a good fit for your business or your referral to a colleague?


Growth Management Center’s “IDEAL” Prospective Client Scoresheet

Prospective Client Characteristics
Possible
Points
Actual
Score
Location
San Francisco Bay Area, Central Coast or Central Valley
Northern California, Tahoe or Northern Nevada
San Diego, Tennessee or Colorado
Other California or Nevada locations
Working primarily by video/teleconference
Elsewhere

10
10
9
7
5
3
 
Corporate Governance & Business Scope
Operating division of a global or national corporation
Family-owned or privately-held national or regional business
National or statewide trade association
Headquarters of a global or national corporation
Privately-held local business
Not-for-profit

10
10
7
6
3
2
 
Phase of Growth
Mid-market--competing with captains of industry, at least regionally
Emerging from Entrepreneurship—professional management team
Entrepreneurship/startup with growth resources
Captains of Industry – dominant market share or broad global scope
Still recovering from a significant hit during the recession
Ready to acquire or be acquired
Entrepreneurship/startup without growth resources

10
9
8
6
5
4
0
 

Industry Structure
Competitors of all sizes, shapes and economic persuasions
Oligopoly – dominated by several huge firms
Fragmented – primarily many, many small competitors
Monopoly – whether regulated or unregulated


10
7
5
2

 
Growth Intentions
Sustained steady growth
Just keep ambling along
Overnight success


10
3
0

 
Total Score
50
 

If the total score is 30 or above, we believe that we can offer good value to this business.

downloadable pdf for printing, right click: clientcriteria.pdf

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