I’m a new CMR Member – what should I do?

As an executive member of CMR you are now part of an extremely supportive organisation giving many opportunities and a product/skills capability you could not dream of as just a standalone executive.  BUT to get the most out of your membership you must take positive action to use the resources.  Those that do best in CMR are motivated and proactive in developing business and revenue, and will have followed many of these recommendations.

The following is a list of recommended actions for all new members – if you follow this implicitly, we know from experience that you will busy and successful!

1)      Firstly become familiar with all that CMR has and offers – that means reading the CMR Operations Manual fully.  Before talking with potential clients you need to be able to speak with confidence and authority about what we, and you, do. 

2)      You will shortly be talking with your Regional Director if you haven’t already.  They will be able to answer any questions you have and will give you guidance. 

3)      The CMR Mentoring Option will bring you up-to-speed in the quickest possible time.  Your mentor will come with you to visit potential clients, and show you how to handle clients and (hopefully) close the sale. 

4)      Consider how you want to interface CMR with your life – some new members are looking to be 100% active with CMR – some will be interfacing CMR with other activities.  Whilst we hope you will want to be fully active with us, it is your decision – CMR membership imposes no time criteria on you (except, if you are handling CMR projects we expect you to devote the right amount of time to them).  Remember also that if you want to develop your own business/ consultancy you may do that, and furthermore you can use CMR’s resources to help you (of course avoiding any conflicts of interest or other ethical issues). 

It is worth reflecting on the difference between corporate employment and independent consultancy.  In the former, having secured employment you only have to keep your boss happy in order to collect every time you pass GO (in this case the end of each month!).  As an independent consultant, to obtain each client you have to impress them and interest them in what you can do for them - and then of course you have to deliver and make them happy - and you have to do this every time and all the time.  There is no respite, no 'duvet or dress-down' days, no office politics - just hard but rewarding work to do the best for every client.  As a consultant there is no pay for just turning-up at work; you only get paid for doing useful things for your client.

You will also find that just being 'a consultant' is not good enough - there are hundreds of thousands of ordinary 'consultants' out there, all trying to persuade clients to pay them money.  To be successful you have to be different and preferably have other things than just yourself to interest clients.  That is where your CMR membership is important - you have the most impressive array of resources, products, services and specialist skills you can use to interest prospective clients you meet and those same resources will also allow you to handle every client, even if you personally do not have all the skills needed - you have an impressive team of experts supporting you all the way.

The final point to make is that there are two key abilities needed in order to be successful.  Firstly you must be motivated/ hungry to make the connections with prospective clients - whilst some business may fall into your lap without too much effort, the reality is that you do need to work at being permanently proactive if you want a continuing and increasing level of success.  Secondly you must have the ability to handle prospective clients properly and impressively - to make them want to have you on board to help them.  The first aspect is down to you, but you can get help with the second though the CMR Operations Manual, which will give you the skills and confidence needed.

5)      ACTION STATIONS!  The best advice for anyone starting out and who is motivated to be very successful, is to fire on as many cylinders as you can – you will never know which avenue will make you the millionaire – but one will! 

a)      Ensure you are properly connected and can be contacted most of the time through email, phone redirection and/or answer machine.  Nothing will turn-off clients and business introducers quicker than not being able to connect with you. 

b)      Get actively in touch with all your colleagues and contacts - by phone preferably or by email and communicate the news positively that you have joined CMR as a senior consultant.  Plan each conversation fully in terms of telling each contact what you can now do - funding, company sales, MBI, interim management, corporate recovery, international licensing, mergers & acquisitions, business support and management/ specialist consultancy. 

Specifically ask them to refer business and investors to you – remember you can offer to pay them commission using the CMR Business Referral Scheme.  Confirm each conversation via email including the website address for their review.  If there is any appropriate link, add that too. 

c)      Start building your network base with other CMR members.  CMR comprises various levels of networking; you should build your own internal and flexible networks of people you are near to or with whom you have an affinity.  We want to encourage you to build your business base in several directions - remember, you can access contact details for all members from the CMR Intranet (you were given the password on joining). 

i.      Make contact (probably by email) with all other members in your region and in surrounding areas – tell them you have arrived!  Give them your profile and background (even though they can get this on the website, it will be more personal and effective for them to receive it direct from you).

 

 ii.      Make contact with other members of the Affinity Groups in which you are interested.  Read the notes on Affinity Groups – not all will be fully active. 

 

iii.      Make contact with the head of any Special Business Groups you would be interested in joining (this is by invitation depending on your experience level). 

 

iv.      We want to encourage the use of informal blogs by members to keep other members of their various networks informed about their thoughts, plans and actions.  Some will read these out of interest, but some may want to be involved in what you are doing, as you might be in what they are doing. 

 

 v.      Your local CMR Region works through regular meetings, which are strategy and business planning sessions together with discussion on current client projects being handled - get involved.  You will also be welcome to attend adjacent regional meetings if you would like to.  CMR’s regional structure enables members to co-operate and jointly plan marketing and client acquisition action, as well as managing existing client business.

  

Some time spent on these tasks will reap huge benefits in the future, as not only will you be able to gauge the skills and personal characteristics of the people you meet and speak to, they will also have a positive impression of you and your talents.  Try and complete your self ‘introductions’ within your first 2 weeks.   

d)     Read the Ops Manual in depth if you haven’t already done so by this point – easier in bite-sized chunks so that you feel really confident about being able to discuss CMR operations with potential clients.  If you have any problems or questions, discuss them with another member or your Regional Director. 

e)      Make connections!  Now is the time to be proactive and this will require loads of energy as it is hard work! The following is a non-exhaustive guide: 

Consider joining external networks – there are very many available; from local Chambers of Commerce, through the Institute of Directors, professional bodies, BNI, etc., etc.  There is no question that belonging and networking through these organisations is one of the best ways to put oneself about and win business.  You will find many of these networks are full of local accountants, solicitors and other professionals – all looking to pick-up business themselves.  Much better to meet local professionals over a cold beer than cold-calling them! 

Because you are now an executive member of CMR you can talk to people about your ability to provide funding, or any of the other important resources CMR has.  You will find this ability transforms the building of contacts and business.  Immediately, you are no longer just another 'ordinary' consultant looking for work - you can now personally provide them with access to many essential business resources.  This has a magical effect - you will find you are being actively pursued by prospective clients and their advisers!

i) Active regional membership:

Consider becoming involved regionally both to develop business with other members and to get involved with ‘auto-business’ that comes directly into CMR.  From our connections and using Google-ads, etc. and other centrally-arranged channels, we do get a stream of companies/ entrepreneurs coming to us looking for help.  These projects are passed to the relevant CMR Region for handling by the active members there. 

CMR Regions can arrange marketing campaigns in conjunction with CMR members acting as a team.  This is an effective way of operating, as those good at handling initial meetings with clients can take the approach lead, with others in the team providing the management skills to handle the client’s project. 

ii) FundEX:

Consider following-up ‘public’ funding propositions entered into FundEX by companies/ entrepreneurs in your area.  You can see these in your CMR Region’s Intranet, which will also give the names and contact details.  Many companies listing on FundEX will be delighted that someone from CMR has contacted them, and who knows what could flow from talking with them?  Your Regional Director will be able to co-ordinate your interest in doing this. 

You can also offer FundEX as a facility for local professional firms to use on behalf of their clients - it is a good way to build relationships, and of course you earn fees from successful business generated.

iii) Affinity Groups:

Consider becoming active in developing those Affinity Groups you have registered to join.  CMR’s Affinity Groups are based on a simple but potentially powerful concept – that of facilitating CMR members who have specific industry skills and experience to combine with other similarly-experienced members to develop business within their industry/specialisation area.  This is achieved by developing consultancy and other business services based on their combined skills/experience – and linking those with CMR's central resources like funding, company sales, IPR licensing, etc., etc. to provide a specialised and comprehensive service to that market sector.  

Affinity Groups are a laissez-faire area of CMR’s operations in that it is left to members to decide whether to combine together in this way.  Experience has shown that a particular Affinity Group will usually only become active and productive if one member takes the lead and drives the group forward – others will then usually follow.  A committee-driven approach is usually not the best way forward!  So please seriously consider becoming the leader if a vacancy currently exists in any of your selected Affinity Groups. 

vii) CMR Special Business Groups:

Consider becoming an active member of one or more CMR Special Business Groups – if you already have a good experience base that is relevant to the group.  CMR’s SBGs provide the specialist skills needed to properly handle clients who have specific high-level requirements. 

These are just some of the ways to use your CMR membership to develop business and income.  We are very flexible in the way we operate and you will undoubtedly see many other ways for using CMR's resources and network within your own situation.  You are only limited by your imagination!