How to Succeed at Business Development No More Excuses: The First Step to Business Development Success 3 Steps for Involving Everyone at Your Firm in the Sales Process Business Development Lessons from the Golf Course

In the past, the most pervasive and perplexing challenge in professional service marketing was motivating young associates to become rainmakers. As times got tougher, that challenge expanded to include the principals and partners who never had to market before. Suddenly, the large cadre of seasoned professionals who used to be the "minders" and "grinders" of the work others brought in are in the spotlight and under pressure to become business developers.

Whether it's a law firm exhorting its associates to market or an engineering firm prodding its senior professionals to make some rain, the problem is equally daunting. Although there is no "magic wand" that turns people into business developers, some firms have been more successful than others by applying a recipe that consists of four distinct ingredients: commitment, culture, compensation, and cultivation.

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