Sales Process For Association Management

It always surprises me that our industry seems to use a scattered (and un-systematized) process for winning new clients.

The lifeblood of any business is new clients. Without them you’ll eventually shrivel up and die.

Most management company owners start their businesses and hustle around telling all their family, friends, fellow post office line mates, etc that they have a great new business.

They start to generate some leads and then busily run to the printing shop to get a color proposal printed.

They show it to the volunteer HOA board. Eventually they win a few contracts and BOOM.

It happens.

The hungry, tenacious, outgoing owner is blindsided by Operations. Yep. The owner’s now trying to deliver on that great service he promised and sales fall to the waist side.

Eventually, the owner realizes that sales are critical and starts to develop standards contracts, proposals, pricing, etc.

However, even this second phase of developing sales isn’t enough for a business to be sustainable.

The real solution comes when the owner develops (or hires others to develop) a detailed sales process with templates, standards, and methods to consistently win the best clients in their market.

Here’s an example of an industry (read: systematized) sales process:
Sales Process For Association Sales Process

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