The Client Coach How to build strong business relationships

June 21, 2006

The Client Coach: Three Keys to Business Development Success

Question: We seem to have a difficult time getting organized and staying focused in our business development efforts. Do you have any suggestions that could help to keep us on track?

Let me start by saying you're not alone in this struggle. This is a question that comes up repeatedly in planning and training sessions. The same professionals who solve some of the world's most complex problems are often overwhelmed by the challenges of business development. Here are three key principles that will help you get organized and stay focused.

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Previous columns:

• The Client Coach: In marketing, start with a clean slate, 07-20-2005
• The Client Coach: Don't let scope creep eat up profits, 06-14-2005
• The Client Coach: How to stop pestering your prospects, 05-18-2005
• The Client Coach: Stress is inevitable, so deal with it, 09-29-2004
• The Client Coach: Take time to differentiate yourself, 08-18-2004
• The Client Coach: Eight things successful leaders do, 07-07-2004
• The Client Coach: Use the power of polite persistence, 06-23-2004
• The Client Coach: Marketing lesson from the golf course, 05-19-2004