January 2012
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| Learn the purpose behind the chart and the Blackberry. |
Ah-Ha! Moment – In 2011, a major client project requiring significant attention and hands-on work from me kept me in the office a LOT – much more than I had realized. So in early 2012, I began to deliberately increase the number of meetings with clients and referral sources, which in turn increased the number of opportunities to learn about new needs our clients have and potential new clients.
Getting out was, at first, a little difficult – my networking muscles had atrophied. Nonetheless, I did get out more and realized how enjoyable it was and how much I had missed it! A sampling:
- I invited a very impressive marketing/account executive (who, like many good people, are on the job market through no fault of their own) to my Rotary club meeting. As a result of introducing her to some of my friends, and her attending an event sponsored by one of these, she obtained a new job!
- I delivered "sugar highs" (several boxes of Krispy Kreme doughnuts) to lift spirits at a client swamped in year-end closing and preparing for the external auditors to arrive at any moment.
- I went to a client for a 15 minute goodwill visit, and wound up with the president taking me on an INCREDIBLE 75-minute plant tour showcasing the amazing work they are doing!
- I have always taken the long view in business development – it may take 2-3 years until a company's situation changes so as to need the services we provide. One such change occurred in January, when a consulting colleague introduced me to the vice president at one of her clients – because of her introduction, the meeting was a great experience for all parties, and this company's needs are a perfect fit for our skills and experience.
The lesson learned? Getting out in front of people is the best way to make things happen – and making things happen is the essence of Business Development!
