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

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