IN YOUR SHOES Tips For Small Business

Getting New Customers

Diana Pohly

Build for the Future

The smartest way to approach business development

Before you invest time and money in a traditional business development plan, consider that only 5% to 10% of these plans are ever implemented. That’s because most businesses engage in strategic planning only to reduce anxiety. It’s like taking a couple of aspirin for a headache. In this case the headache is the future. The problem with this approach, says Jim Whitt, cofounder of Purpose Unlimited, is that you’ll be trying to solve tomorrow’s problems with yesterday’s solutions. If you really want your growing business to succeed in the future, he points out, you need a pioneering business development process that looks a generation ahead.


Recorded Webinar
Branding Made Easy™

SBS Template
Toolkit for Creating a Brand Top-Sheet & Elevator Speech™

SBS Template
Toolkit for Creating Profiles of Your Best Prospects

To get started, Whitt says, get key people in your company to answer the following four questions:

  1. What did the world and your industry look like 30 years ago? This question primes the pump. Once you’ve compiled a list of the monumental changes that have taken place in the last 30 years, you will understand that more big changes will take place in the next 30 years.
  2. What will the world and your industry look like 30 years from now? While no one can accurately predict the future, remember that Jules Verne was writing about a trip to the moon 100 years before it happened. Don’t limit your thinking. Tell your team to be as futuristic as their minds will let them.
  3. What will your business have to be, do, and look like to succeed in the future you just described? You are not bound to the form or model of your current organizational structure. Borrow a page from Star Trek and dare to boldly go where no man has gone before.
  4. What will you have to do to help the organization get there? That requires collectively creating a picture of your future where you’ll find meaning and purpose, not just as a group but as individuals.

The collective answers to these questions will help you identify goals and objectives and the people who need to be responsible for their completion. Your history will have everything you need to develop a real business development plan.


Interested in
Hearing More?


Free Tip Sheet: Getting New Customers
Attracting new customers begins with having a well-crafted business develop...

Free Tip Sheet: Generating Sales Leads
Is face-to-face selling as important as it once was? Do your salespeople g...

Free Tip Sheet: Customer Profiling
Customer profiling strategies, when properly executed, will help you develo...



You must register an account to post.



Tapping the Power of Localized Thinking
"The death of "Small Town U.S.A." . . . ...

Sales: How to Qualify Leads with Just Six Questions
According to sales consultant Mike Brook...

Use this Simple Metric to Get More Bang for Your Print Advertising Buck
When shopping for ad space, it often see...