New Business Development Sucks, Or Does It?

Many thanks to Brutally Honest author and business consultant Emily Cohen for joining us at our October breakfast. Emily helped us see that new business development, when done well, can be a fun, challenging, and a rewarding aspect of any successful business. Below are some key takeaways from the presentation.

  • You can't sell unless you know who you are and where you are going. Determine your unique value and what differentiates your service.

  • It's not "sales," "marketing," or "cold calling" ... it's relationship curation. Dedicate time to make relationship curation a habit, maintain and build your CRM system, and nurture new business opportunities.

  • The foundational requirements of your new business arsenal are CRM, cover letter, and case studies with metrics demonstrating success and value.

  • Remember the 80/20 rule: most of the results in any situation are determined by a small number of causes. For example, 20% of your new business leads account for 80% of your new business wins.

  • Determine a strategic qualification method for new client work and assess along the aspects that are most important to you—price, profile, positioning, personal fit, scope of engagement.

  • Most importantly, enjoy what you do! If you don’t love what you do and are miserable, clients will not want to work with you.

Visit Emily's website for more information and to order her book, follow her at @EmilyRuthCohen, or email at

Carol Tuite