is not about buzz words or silver bullets.
stems from Intentional Listening ...
an understanding of marketplace realities ...
deep, relevant experience ...
And Collaboration with stakeholders
in the creation of Solutions
that connect with the target audience
A dynamic marketplace means change. And change brings opportunity. For nearly two decades the Marketing Brain Fodder blog has been a source for ideas, tools and strategies central to the development and marketing of a sustainable professional services practice.
Hard work? Indeed…because it is, at its core, about succeeding at relationships…and we all know that almost anything having to do with relationships is hard work. But the quest for formulas, fast-fixes and a magic planning template notwithstanding, biz dev success does not reside in a silver-bullet or one-size-fits-all solution.
When the goal is to develop new business relationships in a competitive marketplace, simply being visible — having your name “out there” — isn’t near enough to differentiate you from the crowd. And though there are certainly approaches to visibility that can elicit a Wow, if your marketing focuses solely on name recognition, you will always be vulnerable to anyone willing to invest enough to upstage your efforts.
Some accomplish it with a pen mightier-than-any-sword. Some with eloquent oratory. For many the tool is as simple as an invitation — how may I help you? Or the offer of a cup of cold water Some speak volumes with the sheer force of example. Whatever the methodology, real leaders encourage conversations — around core ideas, fundamental values, consequential agendas, and aspirational vision.
The development of a professional services practice is not a matter of rocket science. This primer — ideal for anyone wrestling with where to begin — presents a simple formula that is the foundation for business development success.Visit
With the caveat that there isn’t a cookie-cutter that fits every situation, a successful business development plan will create sustained visibility, deliver measurable value to the target, and facilitate the opportunity for a face-to-face pitch. While the specifics for how to execute at each phase will vary, this graphic is offered as an initial way to think about the path your efforts follow.Visit
I first met and worked with Eric Fletcher in 2000 when I was COO of an Am Law 100 law firm and Eric served in an executive leadership capacity in the Marketing Department. Eric is a person of enormous talent. He is strategic in his thinking, personable, responsive, insightful, and skilled in growing a business. I have started two professional service consulting ventures in the last decade, and Eric has been my sounding board for strategic direction and market analysis. I recommend him highly, without reservation." Roger Hayse, ormer AmLaw COO; Director, Hayse LLCMore