What are their strategic initiatives for the next year?

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Work from your client’s organizational chart. If you don’t have one ask for one, or find one online.
Sit down with the client to review the organizational chart with names and titles. Engage client, Mark, reports that, when faced with blank spaces on an organizational chart, his clients pick up the pen and start filling in spaces.
Decide whom you want to meet. You can either decide quickly in that meeting or take the organization chart away for more research. Either is fine as long as you eventually get to step four.
Ask for a specific introduction. “Bob, you mentioned Andy is the VP of sales for South America. Do you mind if I call him next week?” Or “Sarah, I will be calling Mark next week in your finance department. Can I tell him we do business together?”
Next, conduct a business review on-site with your client to meet these new contacts in a non-threatening way. At a minimum, you should be conducting them twice per year.

Business reviews are critical to internal referrals france telegram data because they ensure you are in front of the client more often than the competition, building deeper relationships with increasing numbers of people and delivering them value beyond the expectations of the project.

A business review is NOT a sales meeting. And, this is precisely why it is such a great tool for referrals. Business reviews are your opportunity to have a value-based discussion focused on the client’s needs and interests in four areas:

The current levels of value that the client is receiving from you now and how that value compares to the expectations that were set at the start of the relationship. In other words, are you performing below, at or above expectations?
What the future holds for your client.
Anything your company is planning for the year that the client needs to be aware of. This is your chance to share product and service enhancements, expansion plans or other key initiatives relevant to the client’s relationship with you.
The industry in general. This will allow you to showcase your expertise in their business and industry by sharing insights from your unique vantage point. Specifically, what trends do you see coming that the client needs to either leverage or de-risk for?
Business reviews must be attended by your buyer, as well as any key stakeholders and project participants. This is also your opportunity to add new relationships by identifying people you have not met and inviting them to the business review.