Professionals in Business Development understand the interrelationship among principles, purpose and process. In your initial contact with potential clients, here are the first three things they want to know:
- Are you a principle-centered individual? What are your principles for business and business relationships?
- What is your purpose for contacting them?
- 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 a true Business Development Professional is to understand your value, as your company’s representative, in the transaction. The key ingredient is you … your principles, your purpose and your ability to help the client resolve their issues and concerns and negotiate 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.