Case Studies: Business Development
Don't "Plan" - Act
Problem...
The head of a major practice area appointed an eight-member marketing committee to create a plan to generate new business. After six months of meetings to set up subcommittees, define priorities, gather intelligence and reference materials, etc., there was still no new business.
Solution...
Each committee member identified five top leads. By shifting efforts to support pursuit of these leads, multiple new engagements resulted within six months. The “plan” is still sitting on the shelf.
