Best practice business development

Hunt new leads using some of our other tactics like partnerships, networking, or in-person events.

You should also keep an eye on public tenders released by your target customers, and be ready to respond to an RFP. For example, the U.S. government must allow open competition for most new projects online.

You should know your existing customer's needs well. Spend time building the relationship, understanding how their needs change, and connecting them to the right products and services to create additional value.

... with both new and old customers. Nurture leads and customers with regular touchpoints, such as quarterly account management meetings to check in on how things are going. An e-mail is not enough. Use these as an opportunity to learn more about your customer, so you can connect them to new solutions.

When responding to RFPs, leverage your technical team to prepare high-quality proposals, and engage with clients to ensure your solution is on track. Read the guidelines, follow them, and proofread content before sending to a future client. Let your proposal make the shining impression you need.