21 things that busy professionals can do to build business
1. Ensure all contacts are stored electronically – and simply segmented
2. Create a clear personal BD activity plan – logic; focus areas; activity; dates
3. Support their firm’s networking events
4. Attend relevant events and seminars hosted by referring organisations
5. Be able to clearly articulate “Why us?” for a variety of audiences
6. Attend internal BD meetings
7. Proactively develop BD skills – reading; training; coaching; practice
8. Provide monthly upward feedback on relationship activity and progress
9. Nurture relationships with peers at referring organisations
10. Work with a BD buddy to help each other stick to plans and share ideas on how to be more effective
11. Create ways to keep colleagues in other offices and departments informed about who you are working with, what you are doing and who you would like to work with
12. Follow prospects on social media
13. Contribute to events or publications that your future clients support
14. Introduce clients and prospects to people you think will be helpful to them (even though there is no direct commercial gain for you).
15. Approach second-degree connections on LinkedIn where you judge there may be a chance to help each other
16. Reconnect with clients that you have not worked with for 12 months +
17. Contact individuals who used to work at a client company but have now moved
18. Ask friendly contacts and happy clients for referrals
19. Follow-up with seminar attendees
20. Introduce colleagues from other departments to existing clients and contacts
21. Meet other contacts at existing clients