Tag Archives: professional service sales

Is Your Target Dozing While You’re Pitching? | Building A Biz Dev Plan – Part 7

Finally! The firm I was working with had been invited to make a pitch to a target we’d been pursuing for a couple of years. But the knee-jerk reaction was — wait for it — to make a list of every professional that should be included in the in-person pitch — 13 firm partners…representing each … Continue Reading

If It Isn’t A Top Priority, Don’t Lose Much Sleep Over Business Development

How important is business development to you? Years ago I was being interviewed for the senior business development and marketing position in a law firm, and was on a video conference with a handful of firm leaders. Two things about the experience impressed me…and I don’t mean in a good way. At various times during … Continue Reading
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