A common problem that plagues organizations is the disconnect that exists between marketing and sales. Marketing teams may be working their hardest to generate interest so they can draw in leads and ...

Recently, many law firms have hired or are in the process of hiring new, in-house chief marketing/business development/sales/client service officers (CMBDSCSOs) or ...

“I’m interested in moving into business development, but I have no experience. How can I do that?” Over several decades of leading business development—including recruiting, interviewing and retaining ...

When you get right down to it, growth is the one thing a business must consistently foster to thrive. Growth does more than bring money to a firm—it brings hope. When the principals see that they can ...

When you hear the term “project management,” you don’t typically think about the value it can bring to your business development work. You might think about a large-scale IT implementation or the ...

Business development plans provide guidance to organizations in purpose, including mission, vision and values, as well as product or service, target audience and the strategies they will use to ...

A systematic approach to BD doesn’t kill creativity. It enables it. Most firms treat business development like an instinct. You either have it or you don’t. But relying on natural rainmakers is risky.

Rainmakers and business development directors will sometimes refer to risk and compliance departments as the place where new business goes to die. Sure, it's only a joke, but it represents a commonly ...

Enhancing a company’s performance and broadening its operations are the primary focuses of business development. By nurturing strong relationships and establishing strategic plans, it is possible to ...

Don’t give yourself excuses to avoid making cold calls. Have your prospects’ contact information ready the day before you make the calls. You cannot ask your most successful competitors their secrets ...