Professionals in Business
Development understand the interrelationship
among principles, purpose and process. In
your initial contact with potential clients,
the first three things they want to know:
1) Are you a
principle-centered individual? What are
your principles
for business and business relationships?
2) What is your purpose for
contacting them?
3) What is your process for engaging
them?
Be anchored in your
principles, able to articulate your purpose
and use a clearly defined process.
Articulating your principles and your
purpose should always precede the
implementation of your Business Development
Process.
The key to being in the
top 3 %—the true Business Development
Professional—is to make you, as your
company's representative, more valuable in
the transaction. The key ingredient is
you, bringing your principles, your
purpose in helping the client to resolve
their issues and concerns and negotiating a
comfortable win-win process. This position
differentiates you from others in the
marketplace, and it helps you differentiate
your products and services from your
competitors.
