Three keys to business development
This excerpt is from a column I wrote for the?Daily Journal of Commerce,?01/06/2014.
As I launch into a new year of coaching and consulting, I’m evaluating what really matters in successful business development. There is a lot of great information out there, but I’ve found that the three essential keys to winning work are focus, attitude and discipline.
Focus
We lose time and focus when we spend time on any RFP that comes across the desk or take on projects we regret because we tell ourselves any money is good money. It takes time for those larger opportunities to happen, so there’s a balance between doing what’s necessary right now and what’s important over time. When we focus on the biggest and best opportunities over time, we grow credibility and top-of-mind awareness when the time is right.
Attitude
No matter how you might actually feel about networking or selling, you’re wasting your time if you don’t bring a positive attitude to every encounter. Mark Edlen of Gerding Edlen Development says people don’t want to hear how tough things are; rather, they want to hear good news and what you’re excited about. Counting small wins, positive self-talk, surrounding yourself with positive people can help you maintain the right attitude to win work.
Discipline
Having action items in front of you and reviewing them every morning means they won’t be forgotten. I have a weekly phone call at 10 a.m. each Monday with four other consultants to look back on my progress from the prior week and schedule my upcoming week. I get strength, encouragement and ideas from my support group.