Why LinkedIn Is No Longer Optional

The other day I was looking for insights into a few people I was scheduled to meet. Do you know where I turned first? Not a company Web site. Not Facebook. Not Google Search. I started with LinkedIn. LinkedIn is no longer optional. It’s a must for any business...

Why Work Doesn’t Drop in Your Lap

Have you ever had someone you don’t know contact you about a project? People think this is good fortune—but it’s not. Work doesn’t just drop into your lap. Good fortune comes from doing all the little things right. Successful business development is far more...

3 Ways to Get Referrals

A colleague recently asked me how I get referrals. It’s a good question, because referrals can be a terrific source of new business. Referrals happen both deliberately and organically. Deliberate referrals are all about staying top of mind and letting people...

The Problem with Instant Gratification

We’ve all seen it: the person who’s talking at you while scanning the room looking for someone more important. But who’s “more important” anyway? The intern in the cubicle might be president someday. Or work at your dream-job company. Or...