CASE STUDY – A Lead or Prospective Client?


CASE STUDY – What is a Prospective client? The answer to this question is tricky. Generating leads does not mean you have potential clients. According to legal advice, there must be an exchange of conversation, where both parties agree to begin forming a professional relationship. The lines can blur during the dialogue because the consultant has one mindset. On the other hand, the prospective client (PC) has another set of thoughts.

Initially, business type conversation occurs some what naturally. As a consultant, you observe the problem or weakness in the PC’s business. Multiple conversations take place. Then, there’s agreement to move forward with more specifics on how to help move the business along.

Consultants recognize urgently pressing needs for business owners. We automatically have a keen eye to notice inconsistencies, flaws with marketing, lack of alignment, where the problems mostly exist in a business’ executed plan; and most importantly, we’re thinking ahead with a plethora of solutions in mind. We’ve already evaluated and exhausted what’s in front of us for business owners. For instance, we’ll perform an initial analysis of social media platforms, search engine results, websites and reviews. Consultants have one aim–one goal, which is to help increase every company’s numbers, reach, exposure and sales. We’re determined to fix the marketing side of the business.

Over the course of three months, there was a sporadic exchange in conversation with a lead. I cannot call it a prospective client because it doesn’t fit the legal definition. Before three months, I included the lead in a few free weekly marketing tips. The lead responded with excitement to receive valuable information. One particular marketing tip shifted into a lengthy conversation about areas needed for improvement in the lead’s business. We agreed to move forward with a working capacity with a limited investment. Although this agreement was in writing, we did not set an official date to begin work.

When working with clients, it is important to have legally approved proposals and contracts. One of the first areas I tackled was the legal side. I researched clients rights and my rights to avoid litigation as much as possible. I wrote up my proposals and contracts in three days. I decided to write them and asked a lawyer to evaluate and peruse them. A good lawyer will take you into court per se. I felt like I was in the “stands.” This is how thorough and accurate a good lawyer will be when combing through your the relevant legal documents.

As time progressed, the lead and I engaged in another conversation that went something like this:



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