There's never been a better time than today to pick up the phone - or dash off a few emails - to do yourself a power of business development good by calling in a few favours, as well as doing some.
Try these simple and proven approaches.
Think about the client for whom you do your very best and finest work. Call him/her and call in a favour along the lines of "You know, John, I figure we have a pretty effective business relationship which delivers results for you. I'd like to ask a favour: can you give a little thought to what it is that you most value about how we work together, and about who else in your industry/company/circle would also value a working dynamic like ours ?"
Arrange to get together a few days hence for a cup of coffee, or another phone chat, and you may have both called in and done yourself a big business development favour by asking this client for leads and referrals.
Think about what was once a really good client relationship but, recently has stalled, gone stale, or otherwise not delivered on its promise. Call this client and ask for a favour along the lines of "Mary, I'm conscious that we don't right now have the great working dynamic we once enjoyed. But, I ask a favour of you: can you give a little thought about what changed, and what advice you might have for me in future dealings with clients in situations similar to yours. Can we get together for a cup of coffee to talk it through, please ?"
Do yourself a favour by going along with ears wide open, full of genuine searching questions and sincere interest in getting the advice of this formerly strong supporter.
Who knows, you may even go some way to restoring the relationship.
Ask a brave question - and listen hard to the answer. With each client today, ask "How do you feel about the work I'm doing for you ? How can I improve ?"
Gently probe for a meaningful response - listen hard, and be ready to learn a lot.
Reflect on what you've heard and build these reflections into your plans, behaviours, and future interactions. This is the biggest favour you can do yourself.
Not one of these favours requires a formal programme, the support or signoff of a superior, or has any direct cost - there's just plenty to gain - it's all upside !
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