Business Development Playbook

TIP: You can watch the “You are the BL Brand” videos on the Intranet (under Documents and Resources) to learn more about the markets we serve and services we offer. These can help you in cross-selling!

Meeting and Follow-up (Existing and New Clients) Some things to consider when setting up and conducting meetings:

• Calls, Virtual vs. In-Person Meetings (Both are important – need to determine which is right for a given situation) • Attire – based on environment, type of meeting or event, level of individual within the client’s organization • Number of BL Attendees – balance existing relationships to gain intel vs. involving other BL staff; consider number of attendees on client’s side • Follow Up (also see Section 6: Maintaining and Growing the Relationship) ‒ Essential to keep the relationship going ‒ Don’t let relationships get stale ‒ Ask for the work Cross-sell (can also occur up front) • Know what BL does in various disciplines (not just your own) • Watch the “You Are the BL Brand” videos on the Intranet. What’s In It for THEM? When marketing BL, be sure to look at what you’re saying from the client’s perspective. If you’re going to make a statement about how BL stands out in a particular area, ask the following questions to yourself “So what? What does that mean to me, if I’m the client?”

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Business Development Playbook