If business development efforts are consistently slow-going, there’s a good chance the issue is related to smart targeting. Specifically…the lack thereof.
Here’s a quick exercise. Pull out your business development plan and check for two things:
- that name of an individual is connected to each action item in the plan — company names and industries don’t count;
- each action item is relevant to getting you face-to-face with either individuals who will advance your pursuit OR with a hiring authorization.
If you’re light on the first, and/or there’s a lot of activity that doesn’t eventually map to a decision maker, we may have identified the problem: your plan isn’t target-driven…which means you’re stuck hoping your efforts connect.