Business Development allows you to explore different avenues for growth that align with your firm’s goals and long-term plans.

  1. Review your top target client list from January. Segment/update the list to include the top ten target clients by market sector.
  2. Fill out the Harvey Mackay 66-question profile for each of these individuals.
  3. What else do you need to know? Develop a master list of information-gathering questions. Brainstorm with staff on questions that will help them better understand their clients.
  4. Devise a 12-Contact Plan for each target. Don’t forget that it takes 12 contacts (touches) to create a customer. Create and begin to implement your plan.
  5. BONUS: Hold a brown bag session and have your firm’s Business Development Champions perform a “cold call” on speakerphone in front of the group. Take notes and learn!


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