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Business Development – What is your system?


One of the interesting things I have found about business development in many  firms is how erratic it is.   Some days they are thinking about it, other days not so much.   

Here is the message – you need to be doing something about it every day.  

It sounds overwhelming, but creating systems for it – like you have done (or should have) for other business processes,  can remove a lot of the stress and create more predictable results.  

For example, think about what “system” you have for following up with someone you have been introduced to.  What do you do?  Do you add the business card to the growing pile on your desk, or to your contacts in Outlook?   What is your next follow up?  Do you remember to connect with them in LinkedIn? And how about that person that made the introduction, how do you follow up with them or do you?   

Let’s be honest, what we want is to convert our contacts into members of our sales team.   And they want the same.  

I challenge you to think about this in a systematic way.  Over the next couple of blogs, I will share some ideas on how you might systematize your business development.  In the meantime I invite you to share your or  in business development systems.

This Post Has 2 Comments

  1. Elaine Hugar

    Excellent point. Growing businesses are often in “reaction” mode and don’t take the time to establish formal processes around business development. While many of the other business processes operate efficiently and are well documented, the business development team can sometimes fall prey to the “shiny object syndrome”. It’s exciting to try new things and essential to do so for growth. However, a solid business development process can minimize the opportunity cost that can occur when chasing those shiny objects.

  2. David Panitch

    What a great and simple concept, yet so few implement it. I see this executed to a higher degree within organizations that have a dedicated sales team, but in professional services it is a rare occurrence. Systematizing networking activities is brilliant.

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