Blogs

Tips for managing support work for current clients while also keeping the business development pipeline active.

Ten years ago this week, I was blogging about “innovation.” I wrote, “what we need to encourage is innovation and commercial viability.” Ten years on, it’s still sage advice. Here’s that blog again. Enjoy!

The Opening Ceremonies for the Rio Olympics are this Friday. Are you excited? I am (beach volleyball kicks off bright and early Saturday morning), though also a little apprehensive. The obstacles facing the Rio Olympics are well documented. In case you’ve been up in the jungle canopy the last few months, here’s a quick rundown…

Are you operating at your full sales potential? Business Development is all about identifying the right target audience for your product or service and building strong relationships to understand and meet client needs. In Business Development parlance, we know this as the “Sales Funnel.” Into your “Sales Funnel” go all your prospects—and through relationship building,…

How many decisions do you make based on hunches or gut feelings? Did you just drop $30K on that new car because you had a “hunch” that it was everything you wanted, needed, and more? Or did you do some online research first, maybe even listening to the recommendations of friends and co-workers? What about…

Ask a business consultant about finding the right balance between time for new business development and getting client work done, and you’ll likely get an earful on time management and setting priorities. Those skills are certainly important, and many of us could use some brushing up from time to time, but chances are if you…