Business Development Habits for Success

by: Stratford Managers

We have spent a lot of time in professional service environments and can tell you two things have remained constant:

  1. Growth has always been (and still is) about building relationships; and
  2. Management will always be concerned about the sufficiency of the internal habits that build relationships.

Our personal approach to business development in a professional service environment is as follows:

  • IMPRESS your clients with exceptional service and a few unexpected value-adds.
  • INFORM your clients about other organization wide offerings and capabilities.
  • INCREASE the depth and breadth of your client relationships to your organization – yes, you may have to introduce your clients to a few of your colleagues.
  • IMPROVE and leverage the varied BD skills of all your teammates.
  • INQUIRE about the needs of clients and future clients alike.
  • INTEGRATE a BD activity into your calendar every single day. Use whatever BD activity that comes naturally to you – and occasionally some that don’t.
  • INITIATE know how to ask for the business – and do it. Your future client is expecting you to initiate this critical (never fatal), conversation.

Download our FREE Business Development Habits for Success Checklist [PDF 31 KB]

Business Development Habits for Success

 

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