In Part 1 of this 3 part series, we looked at how business
development tactics assist in attracting new clients, client
retention and revenue growth. Also, how it is managed in firms that
take a structured approach to business development. In Part 2 of
this 3 part series, we discuss the tools that support business
development.
Tools
There are a number of basic tools which support business
development activities.
Action Plans
It's easy to get bogged down in plans that are too complex
or formal. It's still important to plan, but make your plan a
working document that is being constantly updated.
At each practice group or special interest group meeting, an
action plan should be distributed and re-visited. Each action item
discussed should be allocated to an individual who is responsible
for its completion with a timeframe attached. The item only gets
taken off the plan once it is completed or superceded. The actions
should be simple and set out in a table.
