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STRATEGY > Business development process
A business development process plans your moves from initial meeting to working together.
Business development is the process of moving from initial meetings with individuals to growing a relationship with them and then to working together. People work with people they like and trust. Like may come immediately; trust grows more slowly.
The process reflects the marketing strategy.
The business development process is based on a focused strategy to reach individuals who want your services, have the authority to purchase your services and have the money to pay for it. The process focuses on finding and wooing these people.
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For Example -
Focus and relevance are the keys to new business.
A law firm wanted to focus on the real estate community. We identified a variety of segments, targeted three, and then researched all the associations and publications, both online and print, that were available. We developed a plan for personal participation and an article writing campaign. Result: increased visibility in the selected communities and additional work from both new and current clients.
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