Years ago I attended a meeting encouraging junior employees to increase “business development” — i.e. sales.
“Your clients are all around you!” exclaimed one up-and-coming manager. “Start with your friends and family. Make sure they know what services you offer. Last Thanksgiving I was surprised to discover my brother-in-law, who is a soccer coach, needed my expertise!”
“Or start with your hobbies,” interjected a senior rainmaker. “Like you!,” he targeted someone at random. “What are your hobbies?”
“Uh…walking my dog?” answered the startled employee.
“Great. And where do you walk your dog?”
“Near my apartment? — up by American University.”
“Wrong answer. You now walk your dog in Georgetown at 6:30 am.”
*stunned silence*
“Dogs are great icebreakers,” the rainmaker continued. “If you want to build a book of business, you need to meet D.C.‘s wealthy powerbrokers where they are.”
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