Not Getting New Business? Try Getting in Focus

One of the most challenging things about new business development is keeping your focus — and perspective. Especially when your billable hours are down or your calendar is emptying, it is all too easy, as my dad used to say, to “jump on your horse and gallop off in all directions.” As with any strategic endeavor, you will be more effective — and happier with the results — if you’ve got your eye on the correct path at all times.

Originally published May 11, 2017
Last updated March 26, 2021
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