Mission: Position → First, let us focus on our business development mission – our highest calling and purpose. Our mission is to position ourselves as the expert practitioner in the mind of the prospective client. We

If we are narrowly focused experts then we should be able to succinctly articulate our expertise, and concisely describe to the client who we help and how, over the phone.

Our focus needs to remain on the client, helping him to facilitate the change in himself that he is considering.

The lesson is that the most successful clients, whether owners or executives, have achieved their success in part because of their ability to take control – their ability to rise above and orchestrate others. This is their strength; and even though it is not always in their best interest, it is in their nature.

those responsibilities include the need to generate a profit above and beyond the salaries we pay ourselves. It is from this profit that we build strength and create many forms of possibilities for ourselves and everyone involved in our enterprise.

Objective: Determine Fit → While our mission is to position, our objective at each and every interaction in the buying cycle is simply to see if there is a fit between the client’s need and our expertise suitable enough to take a next step. That’s it. It is not our objective to sell, convince or persuade. It is simply to determine if there exists a

By following the third proclamation (We will diagnose before we prescribe) we demonstrate that our ability to do our best work is rooted in the strength of our diagnostic and strategic development processes. A client asking for unpaid ideas in a written proposal is like a patient asking for a diagnosis and prescription from a doctor he refuses to

it is the strength of our processes that drives the consistency of our outcomes.

We must choose a focus Then articulate that focus via a consistent claim of expertise And finally, we must work to add the missing skills, capabilities and processes necessary to support our new claim.