Here are some key skill areas for effective business development in the professional services area.
Rate yourself on each, and work out what most needs to improve:
- understanding the business development process
- understanding how clients make decisions
- presenting your firm's credentials
- positioning and differentiating yourself and your firm
- prioritising your personal marketing efforts
- winning in the face of direct competition
- eliminating time-wasters
- promoting and colleagues' capabilities
- asking for commitment to proceed
If you're not up to scratch on any or all of these, it's strongly in your interests to improve.
Possible sources of help and support include:
- your marketing manager
- colleagues who are outstanding in these areas
- your sales coach
- consultants who have the right credentials and a track record of success.
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