Even so, it may be difficult to generate support for client teams. Asking about their client s business is not natural to them. Identify and lobby key opinion leaders Establish a sense of urgency . Tell them if we don t go after this business, our competitors will go after our share of the business. Let the team create the plan .
People sell that which they help create.
Aggressively promote each success . The partners absolutely love it when another partner calls them and says I understand you have some expertise you can share with me. The motivation is not money, it s recognition. Recognize and reward successful teams You should form client teams only for the clients you want to keep, she said. This is how our clients approach their customers.