Timely Business Development Tips – Association Field Report (April 29, 2020)



Hi, everyone, it’s JP with your report from the field.
We’re very close to ending the month of April and, as a business leader, I’ve never had a more challenging month. However, as we approach the end, I’ve probably never been more inspired by the team that I work with. We just had a discussion and I’m looking at the numbers, because we’re getting ready to invoice, and I want to specifically speak to sales here for a moment. Yes, we did have a decline in our sales on behalf of clients this month, however, it is not off as much as I could ever have anticipated. In fact, it’s quite robust!
I asked my team, “How? Tell me how you’ve been able to do it? What have you learned from this process as the business community has collapsed and associations pulled back by canceling events and programs? Some have adapted as some, frankly, have not. Tell me about what you’ve learned from it.”
Here are some of their replies:
1. Don’t get too comfortable, ever. My colleague said, “I’ve always tried not to be too comfortable but, I can tell you this, I’m never going to be comfortable again!” Always adapt and adjust.
2. The fortunes of follow up. The fact that you can stay involved and keep contacting folks that may want to do business with you with the right amount of empathy and concern for their business will actually get them to work with you. If not now, then in the future.
3. Diligence and consistency. When you see the things that are going on right now it’s very easy to take a day off and not do it. I think we learned from another one of my colleagues, the ability to be very diligent and consistent with set workflows is necessary. With that came the recognition that this is really a long term play and we’ve always done that with our sales team. It’s not the right now, it’s the long term. If you’re thinking long term, it’s much easier to develop that diligence and consistency on a daily basis when all sorts of things are trying to get you off balance.
4. Timely messaging. We’ve always wanted to have the right message in our business development work for the time. Now, as one of our sales team members mentioned, that needs to adapt almost on a daily basis. She’s so right.
Timely messaging, diligence and consistency, the fortunes of follow up, and never getting comfortable.
Hope these are helpful to you. End the month strong. I know you will.


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