I just completed 90 minutes of the 'Mo Bunnell' show today.  Mo's first GrowBIG® Accelerator session was fantastic.  It was his first open virtual coaching session with over 115 participants from across professional services.

Mo is an expert coach, author, and specialist at helping professional service firms establish effective business development systems and processes.  We covered a great deal in this session but I wanted to share two key takeaways when it comes to Business Development in Professional Services:

1.  Focus on what is working now.  Now.  Not before COVID.  Stop grieving all the conferences you would have gone to, the games of golf you could have played with clients, the face to face meetings and lovely restaurant meals you have not had. Focus on what is working now.  Participants mentioned how great it was not to have geographic limitations to meetings, being able to host more intimate round table sessions virtually with clients and prospects who you could not have got in the same physical room, of using content and social media to keep close to clients and prospects and of helping their clients in challenging times.  We might not all be in the same boat but we are all in the same storm and that shared experience can help us establish stronger bonds.

2. I learned about the Mere Exposure Effect.  In short, the more you see and hear from someone the more likely it is you will like them.  Of course, this does assume that what you see and hear you like!  In other words, we tend to like things and people more when they’re familiar to us.  Mo shared this slide and it was obvious the more you are front of mind the better.  His recommendations were: create a thought piece (client relevant content), set up a live 'check-in' and build a 'Give to Get'.

Finally, I thought it might be a good time to share a few of the 'Mo inspired' posts I have created over the last couple of years - hope they help:

• Business Development - Why you should act like the pandemic will never be over
• Rainmakers win deals before clients are ready to buy
• The IKEA effect - if you build it you value it more
• Business Development from home - plan, focus & attitude
• Business Development tips - How you can use 'The snowball system' to grow your business without feeling like a sleazy salesman

PS If you have not read it buy Mo's book - The Snowball System