For many professionals investing time in cultivating relationships with colleagues and contacts is time well spent.  One individual can, over time, send many business opportunities your way. Indeed, for some professionals, their referrers are effectively their key clients.

And like a good client, your relationship with a referrer needs careful management.  You want to ensure that they think of you when an opportunity arises, and this requires that you keep in touch with…

Ideas to keep in touch with clientsMany professionals we work with recognise the need to keep in touch with clients and contacts, even when they are not currently working with them.  The challenge for some is how to do this in a way that comes across as positive and not ‘salesy’. In some cases it puts professionals off reaching out to their contact altogether.

 

The risk of not keeping in touch

But by failing…

Gaining a contact's commitmentIn a typical working week professionals conduct several discussions, some of which hold the potential for new work opportunities to be identified and won.  Such conversations include those with clients, potential clients, colleagues, intermediaries/referrers, past clients and other people in a professional’s network.

Spotting the potential new work opportunity is just one part of the journey though.  To ensure it does indeed convert into an instruction, it’s crucial that both…

Networking tipsThe return to work after the summer holidays often coincides with a flurry of invitations to networking events.  The Autumn networking season is traditionally a good time to reconnect with existing contacts and forge new ones.

Networking has long been a key facet of professionals’ Business Development activities. Not only does it help you to get some valuable face to face time with clients and contacts (both current and potential ones)…

wbd-social-media-2016-updateSocial media can be a great help to professionals in keeping in touch with their network and raising their professional profile.  We are often asked, however, how best to harness social media’s benefits in an individual’s business development approach.

 

Some professionals feel they have a limited knowledge of social media’s potential and, as a result, don’t utilise its full capabilities.  Others struggle to devote time to social media and worry they are…