9
Pulling it all together – making it
happen
Let me ask you a ridiculous question that seemingly has nothing to do
with business development. There are three birds sitting on a fence. Two
of them decide to y away. How many are left? The answer is three.
Deciding to y away is not the same as actually doing it.
Do you know the biggest single reason that business development efforts
fail? The answer is simple: the inability to action the great ideas people
have had.
Here are a few common scenarios that I have encountered on numerous
occasions:
organisations that hold monthly business development meetings,
which sound the same every month but with very little action taking
place between them;
business people going on expensive business development courses or
reading books like this one and getting all red up, but then carrying
on as before;
getting business development and marketing gurus in to write ‘the
plan’ and then having talked about it, leave it sitting on a shelf
gathering dust.
Do any of these scenarios sound familiar in your organisation? Does your
business suffer from ‘activity inertia’?
With all this in mind then, here are a number of vital tips, some extreme
pragmatism and commonsense advice to help you pull your business devel-
opment ideas together. Some of them are the exact opposite of what you
will nd elsewhere, so read with care and an open mind.
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