Mo asks Kevin Clem: What is your personal definition of business development?
- Simply put, making connections and solving problems. It’s always about how you can solve a problem, whether or not there is a direct transaction involved.
- When you solve someone’s problem, either directly or through your network, they will probably come to you first to solve a similar problem in the future.
- Kevin is always listening for an issue that his organization may be able to help with, but he’s also looking for third party connections and resources that may help as well.
- There is always some aspect of a prospect’s experience that you can use as a hook to follow up.
- One of the best pieces of advice that Kevin received was to either make an introduction, bring an insight, or give an invitation to something else.
- Don’t assume that a conversation that doesn’t result in a closed deal is a loss. Business development is about playing the game, and if you can help a person solve their problem, they will probably come to you in the future.
- A successful meeting is when you add value, and a really successful meeting is when you book another meeting.