A business creation project is no simple task when you consider all the steps that must be taken before successful registration. Although the administrative part is cumbersome enough, the hard work for entrepreneurs is only just beginning at this stage. In the vast majority of cases, the sustainability of a newly created company depends on its commercial management. How do you manage the development of your client portfolio effectively? What good practices can be adopted by entrepreneurs starting their business?

A structured client portfolio development

The business skills of a young entrepreneur are essential to the success of their entrepreneurial project. Starting from scratch, the entrepreneur and their partners must work rigorously on the development of their client portfolio. This arduous yet decisive stage turns rewarding when you obtain your first clients. It follows that prospects who have become clients are key contacts who must never be “released back into the wild”! The slightest bit of information about them represents a gold mine for your business. All the information you collect, as well as the history of your exchanges, must be recorded without fail as things progress, using a shared tool together with your partners. You are about to establish your first business strategy. Your in-depth knowledge of your prospects and clients (enriched by the information in your files about them) will guide your business activities, which can also be readjusted depending on market fluctuations.

Customer loyalty actions

Once you have your first client base, it is in your best interest to build their loyalty while you develop your client portfolio. Simultaneously working on building loyalty promises surprising results. You can then define your prospecting objectives and your loyalty building objectives by using a management tool. You can create a business action plan by listing the content of your weekly approaches:

  • Name and surname of contacted client
  • Company of contacted client
  • Type of client (new/old)
  • Date of last contact
  • Type of last contact (e-mail, telephone call leaving a voice message, telephone call without message)
  • Goal of contact (prospecting, building loyalty)
  • Information you need to remember

Continuous client portfolio management | The key to success

You are now comfortable with business development. You are able to balance your prospecting and loyalty building actions. The success of your business will now largely depend on the daily client portfolio management of your company. The segmentation of your clients based on criteria specific to your business will determine the business actions you need to prioritize. Then, you will be able to adapt your offers and increase your value in the eyes of your clients. The optimized management of your customer portfolio will make plainly visible which clients are your best bet.

 

Business development is a major investment. In order to minimize your efforts and take full advantage of your performance, you should not underestimate the importance of managing your client portfolio rigorously. Do not wait to start using simple collaborative tools. RowShare makes them available to you!