RAB Insights

RAB Research Archive

Simplifying the process



Don't make “Alternative Revenue,” “NTR,” or “New Business Development” revenue a monkey on your back. Ask yourself, “How much new business revenue do I want to bill in the next 12 months?” Divide various opportunities in terms of, “I want to bill one sponsorship for $20,000, two dealer groups for $10,000 each,” and so on.

Then, based on your current ratios, figure out how many prospecting calls it will take to get an appointment and how many appointments to ultimately have a pending proposal. Quantify your time and it will become manageable -– and you will realize your success based on your specific activity.

Source: Brandeis C. Hall, RAB