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The 21 commonsense business development truths 13
This is an almost unbelievable example of commercial and business
insanity. What the company was actually saying was that it would rather
have less qualied and able people than nd a way to get a slightly bigger
sized item of clothing to be worn as a uniform.
If you are wondering what the connection is between recruitment and busi-
ness development, the answer is simple. It is people who deliver your services
and in most cases sell your products. Get the right people and they will get the
right business results. Recruit the wrong people for the wrong reasons and this
will have a negative impact on the quality of everything you want to achieve.
By the way, within two years this company had crashed!
11. Keep in touch with your existing and past
customers and clients
Let me ask you a question about your business. When a sale has been made
or the service or job done, when are you next in touch with the customer or
client? If you have just answered, ‘we aren’t’ or ‘we don’t know’, then you are
literally leaving cash on the table and you must do something about this.
There is a very simple formula to remember. The more often you commu-
nicate with your customers and clients, the more business you will get from
them, their families and friends, particularly if you ask them directly for
what you want. This process of ongoing communication, however, needs
to be sensitive, tasteful and non-intrusive. (See Chapter 6, golden rule 3.)
12. Master social online media
certications and qualications and yet she got turned down. At the same time,
we witnessed other candidates, who were far less appropriate and qualied, being
offered jobs. We privately asked the HR team carrying out the recruitment why such
an obviously strong and perfect applicant had been rejected. Their answer was
astonishing: ‘We don’t have any company uniform blouses that go up to a size 18.
The only sizes we have are 8 to 16.’
The managing partner of a substantial accountancy rm told me recently, ‘I’m fed up
of hearing, and reading about all this social networking media nonsense. We are a
serious rm with serious clients. Perhaps I’m just old-fashioned, but at our charging
rates we don’t have the time to indulge in computer play.’
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