We all like to tell ourselves that it’s our cleverness and charisma which leads to our business development and client relationships success.
But, to the contrary, our research indicates that successful business and relationship developers tend to excel in time management and personal organisation. These enviable performers simply get more done than many of their partners or other colleagues.
Our verdict is that your prospects for success will improve if you get organised about:
- Follow-up - use lists, electronic reminders, resubmit systems. Don’t expect to get business after a first meeting - be ready to patiently, persistently and - always politely - follow-up
- Business development meetings - go into these forums properly prepared and armed with useful background.
- Lunch and entertainment - lunch with purpose, or lunch with people you like - but be clear about what lunch is about, and occasionally strike a jackpot (company you like and with purpose). Lunch and entertainment are much more effective techniques to consolidate relationships than to form them.
- Be selective about bids and competitive proposals - don’t spend time on opportunities where you have poor prospects of success. By getting organised, you’ll accelerate along your path to success.
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