Set yourself some SMART business development objectives

I am often asked what makes a good business developer, or ‘rainmaker’ as they are called in the United States? Really successful rainmakers share a number of common traits, including the same totally professional approach that they apply to the rest of their activities and this starts with effective business planning.

So as you relax by the pool this summer, take a moment to set yourself some Specific, Measurable, Achievable. Realistic and Timely objectives for your business development activities.

A good timescale is to look at what you would like to achieve over the next 6 months. Be as specific as you can so that you can measure your success at the end of the period. Examples might be:

  • Review client contacts on database to ensure all details are up to date
  • Arrange at least one client lunch per month
  • Arrange at least one meeting with a new business prospect per month
  • Write one article for firm’s website or newsletter

 You might like to share this with your a colleague or boss to check that your objectives are realistic in terms of other commitments.

Don’t forget to make a note in your diary to review your performance in 3 months .

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