Here’s a horrible task to think about.

Here’s a horrible task to think about. Going through 10 years of emails and deciding what to keep.

I’ve just finished doing that.

The amount of digital detritus was incredible.

Sorting through all the old emails threw up some useful insights though. For example this snippet from a 9-year old email!

We will continue to work together toward the following business development objectives:

• Increase word of mouth referrals.
• Improve status as trusted advisors.
• Systematically convert project leads into sales.
• Get buyers commitment to action before writing proposals.
• Develop relationships with potential clients without pitching.
• Integrate sales activity into personal workflow.
• Nurture and develop relationships and expand key accounts.

Why insightful? Because the list of 7 objectives is still what consultants doing business development want to work on with me today.

Now, I’m not suggesting you trawl though your old emails looking for your own insights.

But, how about this …

Mini-mission

Make a simple list of the recurring objectives clients have for commissioning your services. Run those objectives past a colleague, and at least one supportive client.

You’ll learn something of value by doing this.