Take ten minutes to crystallise your business development strategy - it's important.
Try using Julian Midwinter & Associates four "Cs" framework:
Conscious course of action - be it simply a clear idea of what you're doing, or be it a formally documented marketing plan, take a couple of minutes to crystallise your intended course of action - and jot it down.
Competitive advantage - crystallise the keys to sustainable advantage for you over your competitors. If you've positioned yourself in the premium market, crystallise the quality, presentation, and service delivery elements that really matter. If you're competing based on cost, crystallise the key cost areas which you need to watch closely.
Crystallise the basis of your competitive advantage.
Consistent behaviour - check that what you do is consistent with your conscious course of action - and check that, despite intentions, off-target patterns of behaviour have not survived or developed. Crystallise the behaviours consistent with your course of action.
Culture - check that there is a collective consciousness of your strategy. Crystallise and communicate your colleagues' part in your course of action.
The four "Cs" framework applies equally well to large-scale business development strategies as to single-client opportunity management.
The secret is crystallising clear thoughts.
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