Business Development

Relax. You've got your bio on a website and a profile on LinkedIn. If your prospects and referral sources really need your services, they will be able to find you. Just mind the phone. It...

Networking Business Development

Your business development mission boils down to this: deepen key relationships until they generate new work. And nothing deepens relationships faster than a shared drink. That’s why they...

Networking Business Development

Not everyone can compete in the Olympics. You have to be better than good. You have to be excellent.

Networking Business Development

Learn the difference between your “gut” and your gutlessness. As you are hunting for new business, it will occur to you to take actions that are beyond your comfort zone. In most cases,...

Business Development

I started Monday off with a call to negotiate on behalf of a client. The other party was unwilling to have a reasonable conversation about settlement. After the call I thought to myself,...

Business Development Client Service

If you're like most service professionals, you regard selling as a necessary evil. Without it, you won't have the opportunity to serve, and while there are those who seem to excel at both,...

Business Development

I hung up the phone with a feeling of frustration and anger. Frustration, because I had spent many months interacting with what could have been a major client, answering their questions,...

Business Development

Business development is a mysterious trade. It requires our time and our courage, and in return it offers the promise of new clientele. We enter into this trade with a leap of faith,...

Business Development

Todd Moster's new book, "The Underground Guide to Job Interviewing" shot to the top of its Amazon category this week. Why is this relevant to business development, you ask? Because he has...

Business Development Referral Sources

Quid pro quo. Tit for tat. Even Steven. It’s the ideal. But we can’t always reciprocate when a referral source sends us a new client. Most of the time, we don’t have anything meaningful to...