Training is essential to business development success. There are no "naturals." You can't get good if you don't put in time and effort.
How to trade the mindless, comforting, easy billable work focus for the skills to be good at business development.
Stop waiting for your firm to provide business development training. Help yourself. Find it. Buy it. Use it. It's your career.
You go to networking events, make some follow-up calls, maybe call a dormant client occasionally. That’s not practice; that’s “game day.”
Selling successfully requires mind-blowing amounts of raw effort. It’s not sexy, fun, or cute. It’s sweaty, gut-busting, manual labor.
How much time to you spend practicing your business development game? Are you smooth, natural and confident, or raw, clumsy and anxious?
In a buyer’s market, business development is hygiene, not earn-a-gold-star-if-you-occasionally-get-off-your-butt-and-do-something.