Posts Tagged ‘business and development’

Painting bridges in business development

May 30, 2014

I started my careebuilding relationship, building the bridges, building bridge, business and developmentr in construction research 30 yrs ago.  I spent five (5) years as a road and bridge construction engineer in the field. I moved into urban planning and went to law school at night.  Eventually I practice and taught business law, zoning law, land use and intellectual property law.

When I started my firm Lemongrass Consulting in 2005, a small business counselor told me to get on the phone and make appointments to meet people.  He said visualize it as though you are painting a bridge.  You need not stop until you paint the entire bridge.  You cannot leave the bridge partly painted.

Well, I got on the phone and got appointments.  I also learned that I did not need appointments to confidently get into the right people’s faces.

The key here is to be sure to talk to “the right people”.

It took me awhile and with alot of trials and testing, I figured out the hard way who our ideal businses prospects are.  In business, you have to have clarity on four (4) key areas:

  1. what services or products folks need,
  2. what they are willing to pay,

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By Clovia Hamilton MBA JD, President of Lemongrass Consulting Inc.

(c) 2014. All Rights Reserved. Lemongrass Consulting, Inc.

Having a spotter in business development!

May 28, 2014

business and developmentI recently watched Mark Wahlberg’s movie Shooter “again”.  I really like that one!

It reminds me of business development.  You know, you really should not go it alone.  There should be a business development team.

For any one deal you are going after, it would be neat to have a spotter.  In the movie Shooter, actor Mark Wahlberg’s character is a sniper and he loss his spotter.  It was his good friend and military comrade.  So, he recruited actor Mike Pena as his spotter.

In business development, it would be neat to have  a spotter to tell you what’s out their with respect to business competitive intelligence.  The spotter was the sniper’s look out man.  He’d say:

  • You’ve gotta get out of there!
  • Incoming …2 o’clock!
  • Their right in front of you!
  • They’re all over the place!

Not to make light of military maneuvers. but it would be really cool to have folks in settings like government agency prebid meetings or competitive pitch interviews to tell you what the prospects’ staff and what your competition is up to… competitive intelligence.

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By Clovia Hamilton, President of Lemongrass Consulting Inc.

(c) 2014. All Rights Reserved. Lemongrass Consulting Inc.

MEMORIAL DAY IS ABOUT REMEMBERING THOSE THAT GAVE!

May 26, 2014

2014 Memorial DayMemorial Day is about remembering soldiers that gave their lives to protect the United States.  It is also about remembering the service men and women that are currently on post.  We rely on their commitment and dedication.  Many of us take it for granted.  Many Americans simply feel that these men and women get paid a salary and are merely doing the job their getting paid to do.  But, how many civilians are getting paid to put their lives on the line?  They are giving of themselves in a manner which is much much more than some folks give them credit for.

In general, it is so important for all of us to give “before” we need something in return.  I recently read an article about Social Debt by Mark Synek.  Mark wrote that social debt “is the act of doing something valuable for someone without being asked…a way of making yourself memorable to your connections”.  Mark’s article “What if you lose your job?” emphasized the importance of doing valuable things for your connections before you may need them.  It’s important for job hunters and for business owners who are engaged in business development.

It’s common sense and many of us were taught this when we were children.  But, I’m amazed at the fact that few adults make time to do it.

Here are three (3) ways you can give back and pay your Social Debt:

  1. volunteer with charitable organizations.  For example, I help the Pullman Foundation because they gave me an undergraduate scholarship and they help underprivileged youth who live in the community I went to high school in.  I review scholarship application essays for them.  It takes a few hours of my time.

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By Clovia Hamilton, President of Lemongrass Consulting Inc.