Business Development in Practice

Practical ideas for the work of building a business: better questions, stronger systems, and useful technology.

Replace polite praise with specific stories about problems, alternatives, and decisions.

Look beyond equipment and the first month’s rent to understand your actual cash needs.

Understand why an hourly rate must fund more than the hours shown on an invoice.

Follow up with a purpose, respect the customer’s timing, and know when to close the loop.

Test a bounded task, measure review time, and keep a person responsible for the result.

Choose a few measures that lead to decisions, rather than collecting numbers for their own sake.

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