How Was 2007?

Hopefully you had a great and profitable year characterized by solid growth in revenues and profit, with more projected for 2008.

The firms that did were reaping the benefits of some forward planning in the area of business development between one and five years ago. Of course, some may have simply been lucky but those that managed for growth and selling efficiency would have focused on the following four areas.

Market Position - are you the well-differentiated "go-to" expert in your category and function, or a "lost-in-the-middle" consultant?

Communication - Is your position well-communicated and reinforced by your speaking and writing? How are you communicating with potential clients?

Effectiveness and Measurability of Selling Process - Do you have one, and is it based on assisting clients to buy, or forcing you to convince? Is it clear to all in your firm how to contribute to it, and can you objectively measure it's progress and effectiveness?

Responding to RFP's - Is this your primary business development strategy?

If you'd like to read more about any of these four issues please e-mail me at cal@beyondreferrals.com identifying the information you'd like to receive and I'd be pleased to send you previous articles we have written on the subject or subjects.

Right now is a great time to start planning for more profit and a better quality of life in 2008, 2009 and 2010.