Looking For New Business? Define Your Parameters



Most companies are looking for new business. And more emphasis is being placed on how to grow business by developing a new business strategy. No matter what your plans are for new business, you need to consider new business as a key component of your company from here on out. Remember, new business means you are working with companies and people you don’t know. And with any relationship, be it business or personal it takes time to develop trust. Sometimes you may find you are able to set up a meeting within the first week or so of contacting a prospect. Keep in mind, some great business will also be found 18 months later building a relationship with the decision maker and keeping in touch and being available when this person needs your services.

But before you can begin calling anyone, begin to build a contact list, which will be your new business database. To do this, compare what your company’s products and services are to what industries and companies in these industries need. Such as:
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“Okay. How Did You Really Get Those Results?” The New Business Process



In 2003, I was invited to present to a very well-known national advertising agency. At the time, I was working for a small, relatively unknown, local agency. Through the grapevine, the president of this national agency said he had heard I was simply the best at new business – bar none. We met briefly and he asked that I come back to explain exactly what my process was to winning new business and simply how I did what I did.

To give you a reference point, I built the new business department for this small firm I was currently employed from scratch. I developed a database with different levels of targets in key industries. I prepared a time line focusing on prospects in 1 month, 3 month, 6 month and 12 month increments. I put into place what some witty colleagues called my ‘black box’ methodology. With all of this, I was able to gain face-to-face time with globally and nationally-known companies such as:
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