Business Development Relationship Meter

A goodly portion of a BDD’s job is to develop relationships, using these relationships to accomplish one’s job.  Remember, relationships are for the long term.

 A prior boss of mine, whom I often refer to as a wise sage, had a simple accounting for relationships – you have a good relationship if an individual returns your call within 24 hours.  While this is a handy, and often accurate guide, I developed what I call my BD Relationship Meter to evaluate the degree or level of my professional relationship with an individual or client:  1) Contact, which is simply that; 2) Data Exchange, where data is exchanged without regard to its value; 3) Information Exchange, where useful and relevant information is routinely exchanged; 4) Respect, where emotions are shared; and, 5) Trust, where parties collaborate and exchange opinions.   

For every opportunity, new programs and recompetes, judge your relationship with your clients.  Are you where you want to be; where you need to be?  If not, you have your work cut out for you.  Remember, People Buy From People.