Networking Business Development

I was at a conference last week where the speaker had his audience's full engagement. Then he challenged us with a poignant question. The air thickened and the room went silent.

Business Development

I was at a conference last week where the speaker had his audience's full engagement. Then he challenged us with a poignant question. The air thickened and the room went silent.

Business Development

The idea is simple. People like sports, video games, poker, Monopoly, and just about anything else they can win—so why not attribute a win/lose dynamic to non-games too. It’s an emerging...

Business Development

"No." It's our least favorite word. We don't like to use it, and we certainly don't like to hear it. But without it, we are left to wonder whether our relationships are genuine, whether our...

Business Development

The other day I was having breakfast with a friend whose firm had just hired one of my competitors to deliver a business development training program. I asked him what his firm had paid for...

Business Development

At the end of the day, we service professionals sell our smarts. We leverage our technical knowledge, our experience, and our ability to solve problems to provide value to our clients. And...

Networking Business Development

Traditionally, the process of getting clients is completely inefficient. It involves networking with lots of people in the hopes that they remember you in the unlikely event that they come...

Networking Business Development

Pardon the pun, but a boardroom can be a deadly place, especially when you're there for the wrong reasons. It often begins with the thought, "I want to improve my network and get more...

Business Development

Even in prosperous times, business development requires tenacity and patience. And such internal qualities are even more difficult to muster in a bad economy. Talk to anyone who is trying...