When I speak to groups, I often ask for a show of hands to this question: "How many of you regularly ask your clients or referral sources for business?" Consistently, only 10–15% of the...
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When I speak to groups, I often ask for a show of hands to this question: "How many of you regularly ask your clients or referral sources for business?" Consistently, only 10–15% of the...
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Perhaps it’s just nostalgia, but those who have been in the game for a while swear that business development was easier back in the day. Quality work spoke for itself. Happy clients...
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Your prospects are getting worried about you. You don’t call. You don’t write. Meanwhile, they struggle with challenges that you could solve. Perhaps you are still suffering the illusion...
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Whenever I speak to firm leadership, they express concern for the future. Can the next generation of business developers sustain the growth of the firm? After all, the landscape continues...
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I was recently interviewed by RainToday on the subject of (big surprise) business development. One of my recommendations was to develop an industry niche so you can position your experience...
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I have a confession to make. I used to encourage my clients to “ask for the business.” What I didn't realize at the time was that my advice was being interpreted as “bully your clients and...
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Business Development Productivity
There is little to be gained from sporadic business development. We must pursue new opportunities with the same consistency that we expect them to come in the door. This means regularly...
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Has business development started to feel a little dull? All those mixers, networking meetings, and lunches spent getting to know “business acquaintances” you don’t really care about. Be...
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Business Development Client Service
I didn't expect it to happen so early in the year, but this week I got stuck. The enthusiasm and hopefulness I experienced with the transition of the new year was suddenly gone. I couldn’t...
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Networking Business Development Client Service Referral Sources
It’s December. They’re not making any more months this year. And the holidays give us the opportunity to acknowledge and appreciate each other in ways that we would otherwise deem corny....
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