What Business Development REALLY Means, According to Andrew Robertson

Mo asks Andrew Robertson: What is your personal definition of business development?

Business development at its best is win/win/win. Your business wins, the client wins, and thirdly, the client is winning so much that they become your best business development ambassador.
Raving fans turn into your own personal sales force.
Focusing on the win for the client secures the win for the business. If your client wins enough, they become predisposed to become a raving fan, but you still have to ask for it.
Do something for them that gets them something of value and gets you even more. Don't assume it will happen automatically.
First, recognize that the person you are working with is a person and not just a job title. They have interests and frustrations, and when you understand that there is something you can engage with together.
Dinner is a great opportunity to connect with someone outside of the confines and constraints of the work. You can also find a time to accompany them on another aspect of their work and learn more about what they do and what they care about in a way that's not structured like a meeting.
The best conversations you can have with a client are the ones where you do 20% of the talking. Figure out questions to act as a stimulus and get them talking.
There is value and benefit for people in just having the opportunity to talk.

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