Doing well in difficult times

By Linda Julian

Good business developers are separated from great business developers by what happens when they encounter difficulties.

Check how you handle these "difficult times": 

• talking about and overcoming client concerns
• overcoming price/fee objections
• handling billing disputes
• winning back lost opportunities
• dealing with the fear of personal failure.

If you don't rate at least "very good" or better on any of these items, it's in your professional interests to improve.

Sources of help include:

• colleagues who have a track record of doing extra well in the face of these difficulties
• your internal business development director
• external experts and consultants.