Let Natural Strengths Drive Your BD

Business development is a lot of work, writes Toni Wells in For Business Development, Do What Comes Naturally. And there’s no reason to make it harder by forcing yourself to do things you don’t like: You owe it to yourself — and the people you are trying...

Is Success Without Strategy Possible? No.

Having a strategy, a real, honest-to-goodness plan of action, is your competitive advantage, writes Samantha Graveney in Success Doesn’t Just Happen. It’s Planned For. All of your competitors are doing it (to varying degrees of success), and all of your clients – in...

Cross-Selling Only Sounds Easy

There’s nothing particular easy about cross-selling, writes Jim Hassett in Cross-selling Strategies: Cultivating New Business from Current Clients. It takes work, a client’s perspective, and above all a new attitude: “Cross-selling should not be approached as a way to...