Idea in Brief
The Problem
Business development at professional services firms has long revolved around one tenet: If you do good work for clients, they will keep coming back.
The Cause
But clients are no longer defaulting to established relationships with premium-priced providers and now often ask a range of service providers to compete for business.
The Solution
Three behaviors are core to a successful business-development approach: building connected networks of colleagues and clients, creating value through collaboration, and committing to a proactive and consistent business-development routine.