Some of the best friends made can come from business contacts. That's one of the major benefits of this profession. Hold People Accountable for Business Development. There should be a sales management function and reporting system to oversee and control business development activities. Nurture Human Assets.
Regular training is important to marketing success.
Marketing acumen should be built in the same way the firm develops expertise in a new technical practice area. Provide the Right Support System for Practice Development. Some firms give staff members expense account for business lunches with friends or acquaintances who could be future referral sources. Marketing success is enhanced by making heroes out of those who make contacts. Their efforts should be supported through articles in internal newsletters and the local press.