"Protect ya neck!"

WuTang once said...

but after you protect yourself then what?

Well in business development you start with protecting your neck...butt....whatever you want to call it. Building business has 3 very straight forward ideas in watching it develop.

1) Protect - your client(s) need to be protected. Yes, they need protection from competitors, lack of care, too much/too little information and overall just being treated well. Protect them as you would protect a family member because ultimately...they are. They helped build your business. You exist because of them so protect the ones you care about and do it not because you have to (although you do) but because you want to. This type of care will permeate through atypical business relationships.

2) Grow - While you are taking care of your clients provide them opportunities to expand what they are already doing with you. The relationship is already there so communicating your thoughts will be much easier when they realize you are working with them and not looking to take something from them. Focus on how your direction, flexibility and business acumen will enhance their business in ways they might not have thought of. Also, maintain that the growth is for them and not for you. This is a win/win for everyone but if you stay focused on them they might open up to ideas that previously were not entertained.

3) Discover - You've taken care of your current clients, you've provided them with the potential for growth but what else can you do? Well...expand your family. Bring in more into your 'business' home. Showcase to other clients 'how' you've taken care of your current clients and what you've done to keep them happy. The clients who aren't part of the 'family' will not seek out this information...you have to provide it to them. You have to be the ambassador of why your pool of clients are still with you and why they are happy to be part of your 'business' life. Seek out similar clients and categories and replicate your success. Go boldly where you have not gone before and you'll see results.