Many proposals claim proudly: We receive 70-80% of new work from current clients who are satisfied with our services. If this is true, most of your sales effort should be directed at clients. Here are eleven tips to help you recognize and pursue an opportunity for new business with a current client.

1. Treat Clients Like Family.

Regardless of your feelings, you are stuck with your family members. The same goes for the client team. So, get to know and completely accept everyone. Work at getting along. Don't ever avoid someone who is difficult – he or she may have the most influence of the entire group.

2. Watch For Signs Of Change.

The winds of change always bring opportunity. For example, if you're in the architecture industry, a merger might generate the need for an office move or a new facility. Regulations will often cause redesigns, testing and remodeling. New management often wants to make its mark with new projects. When you hear news from your client, be constantly asking, “How do you think this change will affect your business unit?” Always ask for a meeting with new decision markers right away. Winning them over can spell the difference between selling up and losing out.

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