To be relevant for business development, the skills learned
in basic training must be put into action. This is why it is crucial that well trained
troops be deployed to the field as soon as possible. In other words, they need
to get out from behind their desks and go see the Clients. These are the
marching orders for any successful business developer.
Let’s face it: we all know that we didn’t really learn to
practice law in law school. So why would anyone expect to be a natural born business
developer? Being good at business development takes practice. You have to get
out and engage with the Clients.
Many times, new recruits ask how much hand-to-hand
– or face-to-face – Client contact is enough. The answer is that there is never
enough. But since time is limited, here are some metrics that have served other
business developers well: if you can manage 2 in person meetings and 4 phone
calls a week, you will soon find yourself winning frequent business development battles.
You will also be gaining allies left and right. If this seems like too much
time to balance with your other duties, at a minimum, do something. When it
comes to business development, each little thing you do can help you, and your
career, to advance.
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