Some seem completely comfortable in their own skin in almost any situation. When it comes to business development, this translates to being at ease in any room — able to initiate conversations at the drop of a cocktail napkin. But for everyone who begins to sweat at the idea of the next networking room or … Continue Reading
Let’s cut to the chase. Why do you need a network? Because your network is your market. Every day many professional service providers wrestle with how to develop new business — not because of inferior work product or poor client service; but because their network is not large enough to supply the connections, generate the referrals, … Continue Reading
In our last post — You Say The Market Isn’t Beating Down Your Door — we suggested two things that are often true of professional service providers wrestling with how to develop new business — an anemic network, and the absence of strategic targets. The post suggested the way to address the network issue. The … Continue Reading
If you find yourself wondering where the next piece of work will come from, two things may be true about your marketing and business development efforts. Your professional network is anemic; and you have a shortage of strategic targets. Easy to say from the comfortable confines of a blog post, I know. But it is not, in … Continue Reading
If you wrestle with making progress when it comes to business development, chances are one of the issues is an anemic or nonexistent professional network. The reason for the difficulty is not that you were not born a rainmaker. There’s no secret handshake. You don’t have to be naturally gifted at working a room … Continue Reading
More than a dozen years ago I stepped into my first business development meeting with a lawyer. When I asked this individual to describe his target market, the reply was something like “my ideal client is the next person that calls or walks into my office, needing help putting a business deal together.” Translation: this … Continue Reading
A few individuals seem completely comfortable in their skin. When it comes to business development, this translates to being at ease in any room — virtual or literal — able to network, initiate conversations and connect the dots. Last night, in the bustle of Little Italy in New York City, my family and I stepped … Continue Reading
