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Business Development:Consulting Success

For those of you who are consulting as opposed to running a business or acting as a corporate officer (as I have done in the past), what have you found to be most successful in terms of business development?\

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Answers

Topic Expert
Keith Perry
Title: Director of Global Accounting
Company: Agrinos, Inc.
(Director of Global Accounting, Agrinos, Inc.) |

Linda,

Networking networking networking....and did I mention?

All the traction I've gained has been through going out and meeting people. An open discussion around what they do. If they have needs, you'll find out. If not...well, we all need to network more and build and maintain our relationships.

I've also found that aggressive follow-up is critical. If they had bandwidth, they'd have already fixed the problem.

Cheers,

Keith

Leigh DeFilippis
Title: Consultant
Company: DeFilippis CFO Consulting
(Consultant, DeFilippis CFO Consulting) |

Linda,
I agree with Keith. All of my clients have come to me through my network. Expand it where your target clients meet and nuture your network and good things will happen.
Good luck,
Leigh

Topic Expert
Malak Kazan
Title: VP, Special Projects
Company: ERI Economic Research Institute
(VP, Special Projects, ERI Economic Research Institute) |

I would add that you should demonstrate your domain expertise in the communications you have with potential / target customers in a insightful and thoughtful way to be of practical use to them and address their "pain points". Keep current on events and what is going on in their organizations tying the messages and your services to these. Get a few references under your belt as a direct or sub contracted consultant will be invaluable.

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