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O P I N I O N
You must be present to win
I n between gigs, jazz trumpeter Byron Stripling made his way through a Las Vegas casino. It was cacophonous with the sounds of conversation and clinking glasses. As he entered the game floor he saw a sign with a large message: “You must be present to win.” The most successful business developers spend time with their clients, so show up and give them your full attention.
Greg Kanz
Stripling knew the practical meaning: Bettors need to be present to collect their winnings. As Stripling told this story to my jazz band, he said the sign had a profound effect on him. It encapsulated the key to his success: persevering presence. More than 20 years later, I remember Stripling’s masterclass message – both behind the drums for occasional gigs and as marketing director at Shive- Hattery. Presence means showing up and being fully engaged in the moment. The most successful client developers spend time with clients. Like good parents, good marketers are simply around more often. They win more work because they are with clients (in person), listening, and being helpful in many ways. Their mere presence builds familiarity, trust, and real relationships.
All the moments that lead to your proposal and presentation make a difference. Consider all your potential touchpoints with the client during your pursuit. You might be surprised at the creative ways to be present along the way. You may not experience immediate gratification or recognition with your initial efforts, but your collective actions over time will pay dividends. Doug Bottorff, a civil engineer and business developer with Shive-Hattery, completes one business development activity each day before noon. He seeks creative ways to be present with
his connections, including: ❚ ❚ Interactions on social media ❚ ❚ Attendance at local community events
See GREG KANZ, page 12
THE ZWEIG LETTER April 8, 2019, ISSUE 1291
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