Something we see fairly often in our practice with small- and medium-sized enterprises is that their business development comes from what we call "relationship selling." This stems from mutual trust and clear communication -- and typically, a long-standing relationship.
While this is an effective business practice, especially for project-based work, it will only carry you so far. When the business development is done by the business owner or entrepreneur, we see three key limitations:
The good news is that these limitations can be overcome by doing two things:
With a well-defined vision for your organization, and a well-prepared workforce, your front line will get the message -- so you have more people doing relationship selling and business development.
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