As we approach the middle point of the year I find it interesting that some people in business development roles have achieved so much in the first half of the year while others have achieved so little. Why is this? How does this happen? And what is the learning to ensure your organisation is successful… Read more…
How to maximise your and your partners’ investment as an exhibitor at conferences and exhibitions
Observations on exhibiting – a wasted opportunity If you have decided to exhibit or you have sold exhibition space as part of a partnership package, this is POTENTIALLY a powerful business development opportunity. I say potentially, as unfortunately too often the opportunity is wasted. I wish I had a dollar for every stand I walked… Read more…
Why you SHOULD mix your prospects with partners and clients
The key action to take is to ensure that your best partners and clients (your advocates) are introduced to and sit next to your key prospects and then…..step away.
Nothing you say at this point will come close to the value of a positive endorsement about you from an existing partner or client. Read more…
Presenting to attract more business
You have had the initial meeting with your prospect, found out their needs and they have invited you back to present to the management team. Great news! Unfortunately at this stage many proposals fail to get across the line due to an ineffective presentation. You are the presentation A common problem with presentations is that… Read more…
Sell the BIG IDEA first, the detail second
One observation I have of many business developers is that too often they make the mistake of launching into a detailed outline of all the packages and options they have available, before they have sold the prospect on the big idea, the benefit of them being involved in the first place. Let’s look at this… Read more…
- 1
- 2
- 3
- …
- 7
- Next Page »