Where there is a Will, there is a Way!
David J. Schwartz
As an engaged employee, you want to do your best to respond to and participate in, your company’s initiative to create new opportunities and book more business.
Adding business development activities to your already challenging job will help you gain a broader knowledge of your prospects and clients and consequently view them differently. Instead of seeing the client as a single opportunity, it will become normal to take a longer view of their business and explore the long-term opportunities within their organization.
Tactical and Strategic Approach
Technical experts, who want to grow top-line revenues and profit, will begin to audit their client base and learn how to uncover and monetize those opportunities. Project managers (trusted tactical advisors) often focus on managing others to solve multi-discipline problems with a team of experts. In your new role, you will expand your discovery process to take more of a strategic approach to understanding the client’s future business issues as well as the current jobs that require immediate attention. A tactical practitioner is aware of current requirements whereas a strategic approach involves making sure the current needs are being met and then joins the client in discussing their future projects and becoming clear on the future ramifications for their company.