How do the most successful professionals get new business? Spending 16+ hours a week on business development activities. These professionals get most of their new business from existing clients either via additional work or via referrals, according to my survey. And ask for the order: repeat business and introductions. Some 120 professionals responded to the survey , which sought to identify the most effective business development techniques. Clients were the single best source of new business for respondents who, by my definition, were the most successful. MORE >>

How do the most successful professionals get new business? Spending 16+ hours a week on business development activities. These professionals get most of their new business from existing clients either via additional work or via referrals, according to my survey. And ask for the order: repeat business and introductions. Some 120 professionals responded to the survey , which sought to identify the most effective business development techniques. Clients were the single best source of new business for respondents who, by my definition, were the most successful. MORE >>

All their business came via “R & R” (Repeat and Referral). Business flowed in. They don’t where to look for business. Source of Business. The need to sell the business. When times were good, many successful professionals didn’t need a well defined niche. They relied on their reputations and connections. The The phone rang. Then, the phone stopped ringing. This has left many professionals floundering. They have no target market. They have no clear message. What’s Your Niche? What’s your expertise? What problems do you solve? What projects do you enjoy most? MORE >>

Specialists get more business from existing clients because clients understand their capabilities. Specialists get their business from referrals, their websites, and via partnerships with other industry professionals.  . Do you want to you want to grow nine times faster and be 50% more profitable than your competitors, and still spend less on marketing? I thought so. In that case, Lee Frederiksen and Aaron Taylor have one word for you: Specialize. These firms have a well defined target market and a well defined set of services. This clearly differentiates them. It’s simple. MORE >>

Worse, he isn’t finding any new business. What business development activities do I enjoy? That will partially dictate your business development approach. Small Businesses/Professionals- There are many ways to reach local business owners and professionals (lawyers, accountants, consultants etc) who are prospects and referral sources. However, unlike corporate execs, small business owners may not be part of industry associations. Here is a chart showing how, depending on your market, you might allocate your business development activities. Small. MORE >>