WHY? – The Most Powerful Question in Business development


In many of recent client reviews it has become alarmingly apparent that very basic business analysis is not being performed on a regular basis.

To get you started on this critical process, get your major decision makers together for a meeting and challenge yourselves with the following business development questions.

11 key business development questions for professional services firms

  • Why have we/have we not reached our revenue goals?

  • Why is our marketing/sales budget set at its current level, and is it producing results?

  • Why haven’t we been able to implement a business development culture, even though we keep saying it’s a priority?

  • Why hasn’t our marketing and business development effort worked as well as we might have liked?

  • Why aren’t we launching/specialising in specific industry sectors?

  • Why is it that only the management team or a few staff members attract new business?

  • Why haven’t we been able to win our target accounts, though we believe we can and should have?

  • Why don’t we seem able to charge more for our products/services?

  • Why is it we don’t get enough repeat business?

  • Why have we lost that big client to the competition?

  • Why are we unable to work out on our own what action to take?

Business development support & expertise

Winners make it happen, losers let it happen.

Unfortunately politics and procrastination can hold you back from finding the answers to these necessary questions. If you need some assistance or external accountability to help you do what you need to do, make sure you get in touch.