Business Development Playbook

What has not been effective?

• I wouldn’t say that I’ve moved away from it because sometimes you need to in order to get your foot in the door, but a caution to not price a first opportunity too low and then have to work to not be tied to that price if you begin to get repeat work. • Trying to be someone else or approach a client with anything but your own personality and technique. • Bringing the hammer down, or repremanding. Changed to support and listening. • Making promises I cannot keep. Spreading myself too thin and loosing focus, not being able to follow through.

• I would not recommend chasing clients who have a preferred vendor. It is harder to break in and not worth the effort. However, it is important to be aware of the ongoings as situations always change. Also, do not look at contractors as ‘us’ versus ‘them’. They are part of your network. • Talking about how great BL is and not relating that to how that benefits the client. As employee-owners, we all know the value of the ESOP for us, and we proudly state to our clients that we’re an ESOP. But what does that mean to them? Relate this and all other BL differentiators and attributes to the client and their needs, and connect the dots for them.

• Sending clients a package of qualifications as a first step of

initiating a new relationship is not effective. Generic information does not send the message that you understand the client and have the ability to assist with their specific needs.

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Business Development Playbook