Cash flow. To stay in business, you’ve got to keep a steady stream moving through your company. The only way to do that is to make sure you consistently have new prospects and clients moving through your business sales cycle.
A small business owner mentioned to me the other day that he has “enough work to keep his staff busy until next February.” Another mentioned that his current projects were ending and he needed to “start beating the bushes for more work.” Which one do you think will be successful?
The first business owner was busy taking action so he would have business long into the future. The second owner is typical of many business owners I meet every day.
To survive in business, you must never stop looking for that next business opportunity. Dedicate at least 25 percent (50 percent or more is better) of your time to developing future business. Or you’ll be out of business.
Business development is not an event. It’s an ongoing process that requires regular action.
About Denise O'Berry
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