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O P I N I O N
Uncertainty in the marketplace will be with us as we move forward, but you can be successful if you adjust your game plan and expectations. COVID-19 and business development
A s we wade through the uncertainty that COVID-19 has caused in our industry and many others, business development efforts are as important as ever before. Business development isn’t just about bringing in revenue to our firms, though that is ultimately the goal. Genuine business development efforts create a relationship between the firm and the client that involves trust and respect. During difficult times, this relationship is more important than ever.
Jonathan Savage
value the relationships you have with them, so talk to them! Clients will be relying on you to help them solve their problems, whether they might be financial, logistical, or technical in nature, and “We’ve been through difficult times before, and we’ve gotten better as a result. So, what’s your game plan for today, and how will you be successful?”
How do you leverage your business development efforts during and following the pandemic? 1)Busy before COVID? Be prepared for more. Be prepared to adjust your business development approaches to: ❚ ❚ Change/shift BD plans: Redefine your projected leads, wins, and time allocations appropriately and be prepared to justify your numbers. ❚ ❚ Scale back travel and events: Since these are likely to be cut for some time, don’t rely on them to provide prospects and opportunities 2)The world has changed, existing client relationships are still critical. Your clients still
See JONATHAN SAVAGE, page 10
THE ZWEIG LETTER JULY 27, 2020, ISSUE 1354
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