1. It’s a marathon, not a sprint:  It may take multiple meetings and interactions via phone/email before you’re ready to propose your services or ask for work.  Simply focus on advancing your relationship a little each time you interact.  This takes the pressure off feeling like you have to land a big contract over lunch. 
2. Meaningful conversations:  Sharing meals with prospective clients can help bring in good work. But the most effective business developers always make lunch more than a chit chat over chicken Caesar. Know what you want to achieve and plan some questions that will help you bring the conversation in that direction when the time is right. For example:
   1. What are you working on?
   2. What does success look like for you/your business?
   3. What gets in the way of achieving this success?
   4. What kind of help do you need?
3. Talk less, listen more:  In 2012, it’s no longer about the aggressive pitch.  Instead, build a relationship and find common interests so you both win.  Have your prepared questions and also let curiosity be your guide.  When in front of the prospect, ask yourself what you’re most curious about and pose your questions from there.  Your lunch date will find it refreshing. 
4. Let your prospect guide you when to ask for the work: It’s great to have lunches, drinks and conversations. It is also great to actually win work!  Each time you interact with a prospect, check in with them.  “What is the logical next step? Have I earned the right to propose on this work?  Can we start on this small project so we can solve this problem with you?”

For more on effective BD, check out Get Clients Now by C.J. Hayden.  Hayden provides an excellent 28 day plan that will get you into action and bring results. And remember:  It doesn’t have to be hard.  It could even be fun! 

http://goo.gl/AaJbh

http://video.about.com/management/How-to-Be-a-Leader-in-the-Workplace.htm

http://video.about.com/management/Tips-to-Transition-Into-a-Management-Position.htm

A few years ago, I wrote a post on how I was defining my target market and my niche.  To help me, I used a concept from Michael Port’s Book Yourself Solid.  Port recommends having a “red velvet rope policy” to help keep out unwanted clients and bring in only ideal clients.  Defining your ideal client and your red velvet rope policy is a necessary step in laying a solid marketing foundation for your BD success.  And it’s really quite easy (and arguably fun!):

• Describe your ideal client (be as detailed as possible):
  • Who have you loved serving in the past? What kind of company? What kind of file?  What kind of people were you dealing with? What did you like about the work? 
  • If you were bringing in only ideal clients (for your practice area or the firm in general), what characteristics would they need to possess in order for you to do your best work for them? Be selfish! Assume you will only work with the best of the best. 
• Describe your dud clients (again be as detailed as possible):
  • What kind of past clients have turned you off/ shut you down/ had behaviours or issues you couldn’t tolerate? What kind of clients/ files should not be getting past your “red velvet rope”? 

Once you have a clear picture of your duds and your ideals, look at your current roster of clients and categorize them as ideals, duds or neutrals.  Port challenges you to fire the duds to open you up to working with only ideal clients.  In theory, I really like the notion.  In practice, I believe most of my coaching clients would rather phase out the duds and target their BD efforts on bringing in ideal clients.  

Well...your ideal clients are waiting.  How about getting clear about who they are so you can find them?!

As a friend of Dress for Success Toronto I would like to invite you to support our first annual "Make a Difference" campaign.
 
Our organization provides disadvantaged women support on many fronts, including professional dressing services, career development support through mock interviews and our career centre, participation in our Professional Women's Group and mentorship programs.  Providing these important services requires more than clothing contributions. Your donation can make a profound difference in a woman’s life. 

• $50 provides one woman access to our suiting services
• $100 provides one woman access to our suiting services & job search support through our career centre
• $200 provides one woman access to the whole suite of Dress for Success Toronto programs
• $400 provides two women access to the whole suite of Dress for Success Toronto programs
• $1000 provides five women access to the whole suite of Dress for Success Toronto programs

I am humbled daily by the amazing women I meet that have benefitted from Dress for Success. I’d like to provide you with a quote from one of our successful Dress for Success participants…

 “A suit will last a year or two but it’s the lessons and support we receive that will last a lifetime and help us become successful in our lives and career.   Dress for Success was a driving force in my career development.  This is about more than just suits; Dress for Success was a part of my survival.”

Helping even one woman means families & the community benefit directly!
 
Click here to join us in our Make a Difference campaign and make a meaningful difference in a disadvantaged woman’s life this holiday season. Any donation amount is welcome.
 
Thanks & warmest regards of the season, 

Sheila Debly-Magnus
Executive Director
Dress for Success Toronto

We are proud to announce that IMPACT coaching expertise and advice will be featured in a column called “The Coach’s Call” in CICA’s CareerVision newsletter (found on the CASource website). Our first article was published today: http://www.casource.com/memberGlobal/initViewArticleAction.do?id=107061.

Enjoy and stay tuned for the next issue.

http://goo.gl/zGfmw

http://goo.gl/a8LSF

http://goo.gl/wM1yF

From Forbes.