There are times when new business just drops in your lap. You’re routinely going about your work, not even focused on new business development, and the phone rings, or you’re approached at a meeting, or a friend or colleague refers a prospect who needs exactly what you offer — and is ready to buy now.
While seemingly random or lucky incidents, more likely you’ve attracted these new clients as a result of your strong reputation and well-honed skills. Moreover, if you’ve carved out a specialized niche and stay visible through networking and consistent outreach, you reap rewards.
But most business owners know too well that entrepreneurship can be a roller coaster. While the flow of clients and revenue isn’t always steady, internal resources must be maintained to support incoming business. So sustained disciplined business development to attract customers is Job One. (more…)