Why Your Business Development Activities Are Not Getting Results

Why Your Business Development Activities Are Not Getting Results

Companies talk about the importance of developing business on a daily basis.

How the lifeblood of any company is the continuous influx of new clients, more opportunity, and a deep pipeline of future business.

If you were to look at any organizational chart, nearly all of them will have a position dedicated to developing new business.

The titles may change, or are creatively worded, and where they fall on the org chart may differ from firm to firm.

However, fundamentally each role has the same objective — secure as many dollars, over the longest period of time, as possible.

What that means for individuals in business development (BD) today is chronic networking, continual conference attendance, strategically joining associations, and sitting on as many boards as possible.

Customers are charmed by the odd golf tournament, box seats at a baseball game, or even concert tickets.

BD professionals spend their days moving from event to event, collecting business cards and making small talk for weeks and years on end.

Names and titles are logged into the latest customer management system and then forgotten until their particular service or title is needed.

Many of these BD professionals would be hard-pressed to identify anyone with whom they have actually built a mutually beneficial business relationship.

The kind of relationship where, if a customer or client were to have a particular problem, your BD professional is the number that they call for guidance or assistance.

The ‘art of networking’ has surged to an incredible high over the last decade, yet the art of relationship building has been pushed aside.

As leaders, it is crucial to understand the importance and necessity of relationship development, as opposed to business development.

Once the distinction has been made and is understood, you will find that developing your business will be much less difficult.

Relationships Take Time

We all have a list of go-to people in our lives who have built a relationship with us, earned our trust, and pull through when we need them to.

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These relationships were carefully cultivated over a long period of time where each party had the opportunity to get to know the other, understand strengths and capabilities,and illustrate value.

Business development today has become the corporate one night stand.

Where individuals are expected to seal the deal after one cocktail party, one conference, or a carefully written LinkedIn message.

If your organization is serious about developing and sustaining business, then your strategy must be focused on relationship building and not getting as much as you can from a customer in the first interaction.

If this is the case, then this may be why your current BD activitiesare not getting the results you had hoped for.

Relationships Take Commitment

I have seen large, even national, organizations stress the importance of relationship building and maintaining strong ties with their clients, and maybe 1–2 individuals dedicated to fulfilling this objective.

Let me ask: how deep do you believe a relationship can be, when you have one individual travelling all over the country trying to meet with 40 clients?

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An infrequent email, a phone call every 6 months, or a face to face meeting once per quarter is not a commitment to relationship building.

Leaders, if we say that developing business through carefully cultivated relationships is a priority, and we ask capable and professional individuals to focus on this activity, then we can not drown them with clients.

Take a look at the way your BD team(s) have been working over the last 12 months.

Are their efforts focused on a handful of clients, providing value added support, services, or products?

Do their clients come to them for guidance and advice on their particular situations?

How deep and wide are their relationships with key clients and customers — are they committed to them?

If not, then it is your job as a leader to remove any hurdle that is in their way of achieving this goal.

Just as it is true in our personal lives, the quality and strength of our business relationships depend entirely on the priority, and time, that we give them.

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  56. Apple now has Rhapsody as an app, which is a great start, but it is currently hampered by the inability to store locally on your iPod, and has a dismal 64kbps bit rate. If this changes, then it will somewhat negate this advantage for the Zune, but the 10 songs per month will still be a big plus in Zune Pass’ favor.

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  64. I’ll gear this review to 2 types of people: current Zune owners who are considering an upgrade, and people trying to decide between a Zune and an iPod. (There are other players worth considering out there, like the Sony Walkman X, but I hope this gives you enough info to make an informed decision of the Zune vs players other than the iPod line as well.)

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  70. Hands down, Apple’s app store wins by a mile. It’s a huge selection of all sorts of apps vs a rather sad selection of a handful for Zune. Microsoft has plans, especially in the realm of games, but I’m not sure I’d want to bet on the future if this aspect is important to you. The iPod is a much better choice in that case.

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