Archive for November, 2007

The best time to develop business

November 7, 2007

It never fails:

Your pipeline of clients gets full and you pull back the throttle on developing new business.You slow down my speaking and writing schedule. You don’t meet with as many people in my network. You get a bit lazy in asking current clients for referrals.

And then you pay the price. Maybe not this month, maybe not next, but within a quarter or so, you notice that your pipeline starts to empty. And then — if you don’t take action — your revenues start to drop.

The best time to develop business is ALL THE TIME.

Business development needs to be your top priority as a professional. This is especially the case when times are good, even when you think you are too busy serving current clients. You have to carve out a consistent amount of time to continue to develop your network, nurture relationships, and get out in front of people with educational messages. Otherwise, you will cede (or never achieve) your position as the top go-to professional in your marketplace.

Remember that the most competent professionals are not always the most successful. It is not fair, but it is true. To avoid the fate of not earning the revenue you know you deserve, be sure to consistently invest your time and resources in business development, in good times and in bad.

The good news: There are many ways to develop business that are automatic, especially in these days of blogging, enewsletters, online article submissions, and content-driven websites. Also, business development never means that you have to “hawk” your services, and doesn’t have to be awkward.

The bad news: You still need to make a plan and stick to it. And you need to know the most effective business development strategies and execute them effectively.

Don’t let up!

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