Business Development

Subscribe to Business Development via RSS

Here’s why so many marketing and sales messages fail to deliver.

The average person is hit with the equivalent of more than 34 Gb (gigabytes) of information in a single day.

That’s more than enough info to max out my 64 Gb iPad in less than two days. In order to deal with this onslaught of input, the brain engages in some amazing mental gymnastics.

What messages cut through the noise?
Continue Reading For Greater Return From Your BizDev, Sales and Marketing Messages, Do These Three Things

Succession planning for many firms is what the preparation of a Last Will and Testament is to a majority of individuals. Who wants to take time today to consider the (distant) end to something?

It is easy to move both of these future focused opportunities to the back burner — until urgency takes over.
Continue Reading It’s Time To Rethink Succession Planning

If you secretly fear your approach to business development is underperforming, you are not alone. In fact, you’re among a majority of law, accounting and consulting professionals and firms I know.

I know there is little comfort in numbers in this case; but this prompts a question: when will the lack of results from the way it’s always been done finally push rethinking the conversation? 
Continue Reading Will Your Investments In Business Development Pay Off?

Strategic planning involves identifying specific goals and defining the action steps necessary to realize those goals. The squishier the goals (a lofty business term, I know) the more difficult it is to map goal-oriented actions. This approach to planning a critical initiative had better come with a hefty dose of luck.
Continue Reading A Better Roadmap for Strategic Lateral Pursuits

Anyone building a professional service practice appreciates the value of relationships. A portfolio of dynamic connections is what fills a pipeline with new leads, referral sources and recurring engagements.

But staying in touch — creating and maintaining the kind of visibility that places you in the right place at the right time — can be a challenge.Continue Reading 7 Tips For Professionals On Maintaining Visibility And Nurturing Relationships With Prospects

Leaders face a tall task in planning for 2021. With hopeful light at what appears to be  the end of the Covid-19 tunnel, it’s going to be tempting to try to make up for traction lost in 2020 in an effort to get back to “normal.”

This temptation is likely to result in multiple “strategic” projects and extra-long to-do-lists.Continue Reading The Trick To Strategic Planning For 2021

The life expectancy of “no-one-saw-this-coming” as an explanation for stalled business development is going to run out soon. Or at least, wear thin.

So for everyone who still has a practice to grow, here is a 4-step plan for the last 4 months of a year none of us saw coming. Buckle up…we’ll make it a speed round (because time is wasting).Continue Reading A 4-Step BizDev Plan For The Last 4 Months of This Year

This post was originally published by CMO-Whisperer.com.

I admit it — I’m teetering on the edge of stir crazy. Some days it doesn’t take much to push me over the edge. But— and I’m about to insult some very good seventh grade writers — an avalanche of middle-school-level headlines attempting to capture my attention have set me on edge.Continue Reading Glazed Over Eyes Don’t Count As Impressions