End-of-the-week BD tips #2

Last week's article with the same title proved there's a bit of an appetite for this, so here's a handful more BD tips to end your week on an upbeat note:

  1. When you are busy with chargeable work, and may not have the time for planning and attending a BD meeting, at least find the time to call someone and book a meeting in for when the work tsunami subsides. That way you'll keep up your momentum.
  2. Suggest to your client you should discuss their 'risk register' - the top risks they have in their business from a commercial perspective, then extrapolate that to series of financial or legal risks. How would that list be managed with your help? [They may already have a risk register. Ask to discuss it or, if they don't have one, create it with them.]
  3. Colour your BD meetings in your diary an outlandish colour - cerise, burnt orange, black, etc. Make them stick out. Look at your calendar. Are there enough 'burnt oranges' in your diary?
  4. Instead of asking a contact for a coffee in a cafe next week, invite them into your office for a coffee. You'll get more out of the meeting, I promise you.
  5. Create a simple register of your existing contract or panel expiry dates. Diarise a review of them six months BEFORE they expire.

Have a great weekend.