Sharing the Frame: It's All About Advocacy

A robust advocate network is essential to the success of your business. Advocates can be clients or professionals that you work with who meet seven criteria: They appreciate and understand what you do, understand the benefits of a client relationship with you, can accurately explain the benefits of working with you, actively partner with you to introduce you to potential clients, are natural connectors, have influence with others, and have a network of individuals to introduce you to. Once you have identified potential advocates, engage in a five‐step development process: discover who might be a good advocate, build a list of potential advocates, educate and engage with potential advocates to assess their interest and ability, define what you need, and develop your relationship with the advocate. An advocate's introduction to new clients is the most effective business development tool available.