Jikke Pheninckx
Moniek is project leader at FindBusiness. As project leader her responsibilities include managing client projects and coaching and managing the commercial staff within her project teams. She is also the first point of contact for some of our clients. In this interview Moniek tells more about her role as project leader.
How did you end up at FindBusiness?
I ended up at FindBusiness through a post on LinkedIn that FindBusiness was looking for commercial talent. This is how I came in contact with Anouk. After a first acquaintance there soon appeared to be a click and our cooperation started pretty soon after a few conversations.
What does an average workday within FindBusiness look like for you?
When I get to the office, I first take a tour of the commercial employees on my team. Just to catch up; how are you doing (including outside work, of course) and how are the projects going at work? Then I open my mailbox to check the schedule, answer customer questions and listen back to conversations my colleagues have forwarded. We often do the latter face to face as well. It's nice to be able to spar with each other about conversation techniques and the content of the conversations. I also consult with clients in the office about the progress of projects. We listen back to conversations together and reflect on the cooperation. Part of that is going through the ongoing opportunities that have been created by leads from us. That always gives us so much energy!
What do you find most challenging within your role as a project manager within FindBusiness?
I enjoy the challenge of connecting companies with each other as a project leader. The companies that run into challenges don't always know how to find the companies that have a solution for them on their own. Telephone acquisition is a great method for that. The most challenging part is making sure that these calls go smoothly and that the people with a solution get the right people on the line. Of course, it is ideal if our phone call comes at just the right time for the prospect so that we can immediately schedule a concrete appointment. But it is also great fun to look for the lead ourselves. Because we immerse ourselves in our client's proposition, we are able to look for a connection point and propose an acquaintance based on that. This way we make quality appointments, even if we still have to look for the connection between client and prospect ourselves. That's really super fun.
Also read: The suffering called cold acquisition.
Which client projects do you enjoy the most?
The projects where the clients actually see us as an extension of their inside sales force are the most fun. This means that they provide us with the necessary information that helps us to make the conversations stronger, think with us and give us feedback on the conversations we have. After all, they are the expert and through intensive cooperation we make each other stronger. We need each other for that! So we can then eventually celebrate the successes together, when they enter into a collaboration with a new client that we have planned the first conversations for. Yes, that's great. That's what you do it for.
What achievement as a project manager are you most proud of so far?
I am especially proud of the drive and enthusiasm of the commercial staff in my teams. I give them tips and make adjustments where necessary based on the feedback I receive from the customers, but ultimately the commercial employees are the ones who make the appointments. And every single one of them does a great job!
Are there certain benefits of telephone marketing that you think are undervalued? If so, which ones?
Telephone acquisition unfortunately still sometimes has a negative connotation. But I think it really is a great way to get into conversation with potential clients. Provided you do it right! It is very important that you approach the right companies and make your conversation personal. Immerse yourself in the company you are calling and know what challenge they may be facing and you will see that the best conversations arise. A phone call is the quickest way to find out who is facing certain challenges because you can keep asking questions. Because let's face it, who isn't open to a solution to their problem?
Different client projects = enough variety it seems to me. Does this bring any particular challenges?
Sure. There are always challenges, but that just makes it fun. I love challenges. I think the biggest challenge is that every project is at a different stage. Some projects are just starting up, others have been running well for years, and the trick is to give each project the attention that that project needs at that time. An example is if a project is running very well, I still want to keep a finger on the pulse and know what's going on. Who knows, maybe there are new trends going on that you can capitalize on, or you can tweak certain things to make it go even better. This is something we have to watch out for, but up until now we have managed to keep an eye on everyone.
How do you proceed when a new client project comes into your portfolio?
When a new project lands on my plate, the first thing I want to do is get a feel for the proposition. To get this, I'm going to make a lot of calls myself in the beginning. See what works and what I should do differently. Through these calls, I also fine-tune the guidelines that we can then use in the acquisition conversations. When I have a clear picture of the proposition we are going to call for, I hand this over to the commercial employees within my project team who start working on the project. The first few weeks we work very intensively in close cooperation with the client so that we can get the most out of it.
What do you like most about your work?
Being able to grow businesses. How nice it is to put companies in touch with potential customers they would otherwise not get in touch with themselves. Telephone acquisition is what makes us happy, so if it's not your thing... then by all means outsource it to a team that will work on it with enthusiasm and dedication!