Business development is about more than a good elevator speech. In fact, I would place the elevator speech a few notches down the list. Knowing who your gatekeepers are, leveraging a process and committing the time to network are significantly more important to originating and maintaining a healthy book of business.
The Gatekeeper
The most important part of business development is prioritizing the activities that best leverage our efforts. At the top of that list is networking with gatekeepers. While the ultimate goal is direct contact with potential clients, connecting with gatekeepers often is the most effective way to accomplish that…
