Posted by: johnocunningham | December 2, 2012

Best of November’s Blogroll: A Client Development Program

This is my 3rd post in a series of monthly features that I have dubbed, “Best of My Blogroll.” The concept is simple – each month I peruse my own blogroll for material I think most worthy of sharing with others, and then I report on it here.

For the best of November, I have selected a post by business development coach and blogger, Cordell Parvin. He had a number of interesting posts in November, including one about client development coaching, subtitled: “13 Monthly Topics to Cover in Your Firm.”

In the aforementioned post, Parvin spells out all of the different elements to client development that can be covered in training programs on a monthly basis in order to groom the next generation of rainmakers.

With simplicity and clarity, this post demonstrates that business development is not a “one and done” training process. There are no magic wands, no magic words, and no secret circles to enter. There is, however, for those who are willing to work at it, an abundance of information about what works and how you can master it.

Among the topics that Parvin selected for monthly study are:

  • How to prepare a business plan;
  • Motivation, time management and holding yourself accountable to the plan;
  • Writing and speaking to get hired;
  • Blogging and social media;
  • Client pitches and client meetings; and
  • Client service.

But the study of marketing and business development is as deep and complex as each of the human buyers who make up the marketplace, so undoubtedly there are numerous other topics that in-house coaches and trainers could concoct to help their professionals to develop more business.

The important takeaway, in my view, is that you need to develop a marketing plan that is fitted to your individual strengths and needs, and you need to execute on that plan throughout the year. In order to do so, it would be wise to seek out a little training and motivational assistance. Happy hunting !



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