Truth be told about business development
There is a difference between leadership and management. Politics aside please, there are valuable lessons to learn from this administration on how to better manage our client relationships.
The economy was in a shambles. Unemployment in Chicago was at all-time records since the Great Depression. Banks weren't loaning money. Nobody was buying anything; we wondered if things would ever get better.
Right now, someone in your office is going beyond the call of duty. At this moment, one of your staff people (let's leave partners and their egos and over-inflated w-2's out of it) is treating your clients as their own.
More than ever, marketing must show a recognizable return on investment.
A fellow recently approached me at a conference I was speaking at and asked me about who in their firm should be involved in practice development. It was his opinio
"I'm the client who comes to your office, sits down, and patiently waits while the receptionist does everything except to see how she can help me, let alone make me feel welcome or offer me coffee.
One of the amazing discoveries of researching and then applying the concepts of The I-Hate-Selling Book was the "power of pain" concept. This means not wasting time or resources pursuing people who don't have pain or enough of it.
Ever look back at life and ask what you would do over? The most obvious for me would not be pursuing a career that required travel. I never want to experience an airport again.