Business Development Playbook

ANY OTHER INFORMATION YOU’D LIKE TO SHARE? • Create a personal list of contacts that you can refer to in order to keep contact. List the dates that you met or called, so you can keep track of your touches. Random calls to check in can be surprisingly productive. It’s surprising how often those calls result in opportunities just because you happened to call coincidentally when a client was exploring an opportunity. • Find a common topic. Often their office (or background if virtual) can give clues as to their outside interests - try to notice. If it’s a shared interest, they’re likely to want to talk with you about it. Otherwise, try “I’ve always wanted to learn more about ---.” Often they’re happy to oblige on the spot. Show interest even if you’re not really interested. • The majority of our BD folks are seller-doers. Only a few of us are 100% BD. Seller-doers at BL often lose focus because we have to many other demands placed on them that require substantial time. Project and staff management are very important for seller-doers because a high-performing team makes selling repeat business easier. BL obligations that distract from those core responsibilities need to be reduced and eliminated as they are counterproductive and create internal barriers to growth.

35

Business Development Playbook