Mickey Mellen

“Connectors bring you new ideas, referrals, resources, clients, or other business opportunities. They may be partners at your firm or external referral sources providing adjacent services to your industry.”
― David Ackert, The Short List: How to Drive Business Development by Focusing on the People Who Matter Most

“Every day, on numerous occasions, you are asked some version of the question: “How are you?” “How are things going?” “How’s business?” “What are you up to these days?” A generic response such as “Nothing much,” or “Crazy busy,” or “Same old, same old” squanders the opportunity to bolster your reputation within your network. Instead, answer with an update about a current project or an interesting client engagement. It is a much more authentic response to say, “Thanks for asking. I’m working on an interesting new project for a client in the energy sector and it’s going really well.” Even if the other person doesn’t inquire about the details, you will have promoted your expertise, your work ethic, your enthusiasm for what you do, and your willingness to engage in a real conversation.”
― David Ackert, The Short List: How to Drive Business Development by Focusing on the People Who Matter Most

“Certainly, it’s crucial to share information that demonstrates your subject matter expertise, but too often presenters pack their presentations with facts, case studies, and takeaways, trying to show off how knowledgeable they are. The audience leaves with all the information they need, and the presenter feels like they gave away their content with nothing to show for it. Better to engage your audience, giving them just enough information so they are compelled to talk to you afterward. That should be your primary objective for every presentation: a follow-up conversation with the prospects in your audience.”
― David Ackert, The Short List: How to Drive Business Development by Focusing on the People Who Matter Most

“Prospects are in a position to engage your services or work at companies that can hire you but haven’t yet. You’d like to work with them, but you still need to persuade them to do so. They represent the opportunity to expand the scope of your existing business.”
― David Ackert, The Short List: How to Drive Business Development by Focusing on the People Who Matter Most