It’s a toss-up which business development cornerstone is more problematic for many professional service providers — Smart Targeting or Driver-Oriented Solutions. In this 90-Second Notebook we introduce the central role of business drivers in successful proactive pursuits.
The third cornerstone of strategic business development rests on delivering unquestioned value to your target. And we introduce the idea in this edition of the 90-Second Notebook.
This is the second cornerstone of strategic business development. Once you’ve mastered the art of Smart Targeting (cornerstone #1), the next order of business is to begin to build strategic relationships — the kind that become the most valuable asset in your pipeline of future business. This 90-Second version of our BizDev Notebook provides an overview and introduction.