BusinessDevelopment:Becauseyourlifedepends

onit

Businessisn’t…

•  abouthavingfun,•  aboutbeingsobusyyoudon’tgetanythingdone.•  abouthowbigabreakfastyoucanbuysomeoneelsebecauseyou’llgetitbackonyourexpensereport.

•  abouthowmanyimportantpeopleyoumingledwiththisweek.

•  abouthowmany“calls”youmadetoprospectsthatwerereallyvisits.

•  abouthowmanychallengesyoudiscoveredaboutyourprospectanddidn’tacton.

•  apersonalegotrip.JustaskRichardFuld.

Businessis…

•  acashmachinethatpaysitspeople.•  acashmachinethatpaysitsshareholders.•  atoolthatcreatesextraordinaryvalueforitscustomersandgetspaidextremelywellforit.

•  donebetweenpeoplewhotrusteachotherimplicitly.•  donebetweenpeoplewhoknowhowtogetthingsdone.

•  donewithprecision,totalcommitment,andpersonalhumilitypuDngyourfamilyfirst,thoseyouworkwithsecond,andyouthird.

YOU

YourFriend

YourFriend’sFriend

YourFriend

YourFriendYour

Friend

YourFriend

YourFriend

YourFriend’sFriend

YourFriend’sFriend

YourFriend’sFriend

YourFriend’sFriend

YourFriend’sFriend

YourFriend’sFriend

YourFriend’sFriend

YourFriend’sFriend

YourFriend’sFriend

YourFriend’sFriend

YourFriend’sFriend

YourPersonalMarketspace

‐ WhereyouareknownbyyourreputaKon‐ Whereyoucanexertleverage‐ableinfluence‐ Whereyouwillmakeyourlivingthroughhighfrequency,genuineinteracKon,andurgentfollow‐through.

Changingcoffeesintoproposals

•  “Howimportantis“doingthingsbeQer”insideyourcompanyrightnow?”,or

•  “WheredoesyourcompanylookforchangeandinnovaKon?Doesitgooutsideforadvice?”

•  “Doesyourfirmconsultoutforthatkindofadvice?”•  “Whatfor?NewProduct?Re‐org?Lean?”•  “Where/howcouldIbestdirectaproposaltoyourfirmthatcouldhelpyouaddressthesekindsofissues?”,or

•  “Wehavesomeoneyoumightliketospeaktoaboutthatwhoisaspecialistin–“