Client Development

at  Good Place Holdings

GOOD PLACE INSTITUTE CHARTER

Externally, the purpose of The Good Place Institute is to provide a pathway to multiplying Good Places through:
Redeeming the culture of organizational life and work by applying Biblically derived principles and values.
Serving, equipping, and empowering organizational leaders to build up and steward organizations that thrive (achieving the three aims of Good Place organizations), giving members of the organization an opportunity to flourish, impacting communities to prosper, and the world to become a better place in a way that is economically regenerative.
Internally to GPH and GPH Member-organizations, GPI exists to steward, curate, guard and protect the Good Place philosophy, principles, values, culture, methods, and tools throughout the Good Place Holdings enterprise.

EDUCATION AND EXPERIENCE

• Bachelor’s degree in Business Management, or related field.
• 5+ years’ experience in consultative / solution selling approaches and/or client relationship management.

KNOWLEDGE, SKILLS, AND ABILITIES

• Excellent oral, written and creative communication skills, with ability to effectively communicate to various internal and external audiences (writing, speaking, presenting, etc.).
• Excellent interpersonal, relationship-building, negotiation, persuasive, follow-up skills.
• Ability to employ strategic questioning techniques to identify client needs, concerns, and aspirations, facilitating a deeper understanding of their goals.
• Ability to guide discussions through open-ended questions that encourage clients to articulate their challenges and desired outcomes, fostering collaborative problem-solving.
• Strong creative problem-solving skills to identify client pain points and position solutions that meet their needs enabling tailored solutions that align with their objectives.
• Empathy, adaptability, resilience, and analytical abilities.
• Microsoft Office – Word, Excel, PowerPoint.
• Must be exceptionally organized.
• Strong analytical skills and the ability to research and develop leads using the GPI Business & Community Development process.
• Ability to move a client prospect through opportunity identification, solution proposal, solution decision and customer onboarding.
• Strong team building of both internal and external members to accomplish results.
• Strong decision-making, and problem-solving skills.
• Strong sense of stewardship, managing well that which has been entrusted.
• High level of emotional intelligence and wise discernment.
• Possess and display a high level of integrity, character, and trustworthiness.
• Passionate and self-motivated.

POSITION PURPOSE

The Client Development position is vital to generating awareness, interest, and engagement with The Good Place Institute and our offerings of products, services, and solutions. This position requires a deep understanding of our marketplace and client types, as well as the ability to identify and cultivate new client prospects. This role will:

• Generate and identify new client prospects and lead opportunities, building a healthy pipeline of clients and opportunities.
• Consultatively partner with prospects to identify and understand where they are on their Good Place journey (their why, what, and/or how to build up a Good Place organization), effectively positioning GPI as a solution to support their efforts.
• Further qualify opportunities, propose viable GPI solutions, and secure client engagements.
• Develop long term, trusting relationships with customers through onboarding, solution offerings and feedback loops, to help them develop Good Place organizations.
• Support and deliver GPI training, consulting, and facilitation services as needed.

KEY RESPONSIBILITIES

• With clarity and commitment to Good Place charter, principles, values, methods, and tools (as described in The Good Place Organization: A Leader’s Guide to Good Place Organizations) partner with clients to develop good place organizations.
• With thorough understanding, clearly communicate the why, what, and how (Good Place Operating System) of The Good Place Institute.
• Work alongside Marketing to provide recommendations to support the organization with market and client awareness, interest, engagement, and development strategies.
• Utilize the Business Development system to achieve and monitor established key outcomes and results - also learning root cause of performance and suggesting improvements.
• Generate and identify new and assigned client prospects and lead opportunities, moving leads to effectively and efficiently move through the Business Development system to discover and qualify opportunities to propose solutions, and secure client engagements.
• Develop existing client relationships and go deeper with current engagements.
• Conduct opportunity qualification activities by reviewing and researching potential companies, engaging in customer communication, and understanding different types of relationships. Explore their current and future needs, identify possible solutions, and analyze the decision-making process, including budget considerations and buyer profiles
• Attend and represent GPI at conferences, events, associations, network/collaboration groups (virtually and in-person).
• Develop solution proposals by gathering customer requirements, presenting proposals, reviewing T&C’s, navigating negotiations, and addressing objections to close on next step commitment.
• Document and update accounts, contacts, activities, opportunity stages in our customer relationship management system (CRM).
• Track and measure results of opportunities, solution proposals and Wins and Losses, Forecasting $ and other outcomes as part of the KOR Dashboard. Apply the Stewardship Cycle monthly – monitor, learn, and improve.
• Perform Customer Onboarding which includes invoicing setup, reviewing proposals, logistics, ensuring customer expectations and solution delivery align, customer feedback and relationship building.
• Delivery of GPI training, consulting, and facilitation services as needed.