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A great template for selecting the best prospective customers

 In Learning from Luminaries

Using the FRAPS acronym is a simple, powerful method to determine which prospective clients to target.

The acronym comes from Nido Qubein, entrepreneur, President of High Point University, whom I’ve learned much from over the past 20 years.

Let me explain what Qubein means by FRAPS.

F stands for Flexible. This means, aim for a prospective client who is a flexible person versus a person who is rigid about the way they want you to do business with them.

R stands for Repeatable. This means, you should aim for a prospect who can give you repeated business, versus just occasional business.

A stands for Access. This means if you work in the client organization you’ll have access to the boss person, versus only having access to people who have less authority.

P stand for Profitable. This means that you should target prospect organizations that are profitable, versus organizations that ebb between profitable and not profitable.

S stands for Stable. This means, you should target organization that have been in operation for some time, and likely to be in business for some time in the future.

The ‘how to apply’ for this post: This year, as you seek out new prospective clients, apply the FRAPS method to select better people and better businesses to work with.

p.s. Earlier in the year I wrote an article for the Daily Telegraph on Sam Stosur entitled: How Sam Stosur can banish her Australian woes after 2013 meltdown.  Here is the link to the article:

http://www.dailytelegraph.com.au/sport/tennis/how-sam-stosur-can-banish-her-australian-woes-after-2013-meltdown/story-fnibcgxr-1226796786320

After watching the Australian Open and Stosur’s performance in it, this is what I would add to my thoughts in the article. Considering how he has helped veteran women tennis professionals take their game to the next level, whenever Carlos Rodriguez (current coach of Li Na and former coach of Justine Henin) becomes available for a new coaching assignment, Stosur should immediately contact him and ask him to be her coach.

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