Thursday, February 5, 2015

"2 Parts Vague and 1 Part Potential" Is Not A Recipe For BD Success

A business development plan full of vague opportunities and potential connections isn't going to get you anywhere, writes Eric Fletcher in Targeted Business Development, Or Pursuit Of The Broad Side Of An Empty Barn? To turn opportunities into work, you must identify specifics: people to call, lunches to host, introductions to make. Like "take Jane Smith to lunch on May 17" and "invite Bob and new head of HR to February board meeting." Otherwise, you're just spinning your wheels:
... successfully building a practice begins and ends with the nuts-and-bolts-work of strategic pursuits — action items calculated to put you face-to-face with the individual or team empowered to hire you or your firm.
Read the post. Then dust off your BD plan, pull out your red pencil, and get to work.

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