As any experienced business developer will tell you, conversations are the key to client engagements. When you are face-to-face with the people who can hire you, it's only a matter of time...

Networking Pipeline Management

When it comes to business communication, most of us use email more than any other forum. I don’t know about your mother, but mine never sent me to email finishing school, so I had to learn...

With the end of summer looming ahead, the recurring theme that seems to be defining the season is uncertainty. Many of my clients have expressed some version of this feeling, between the...

Your prospective client indicated that they plan to engage your services as soon as the "timing is right.” But that was months ago. Maybe the “right time” will never come. Maybe they were...

Naturally, business development is a function of the strategic actions you take and the measurable results you yield, right? Well, yes and no.

We’ve all experienced that unfortunate moment when a telemarketer gets past our secretarial and caller ID defenses and launches into their monologue. This is the worst kind of sales...