In previous articles, I have written about the need for increased focus in your business: focus on the few market segments that will generate the majority of your revenue growth; focus on the needs of your core customer groups, not just your internal processes and service offerings; and focus on establishing your brand, what your company stands for, and the image it creates in the minds of those customers who will be the foundation for your sustained growth.

Now that you are moving in the right direction with your business, and your entire organization knows where the company is headed, which customer groups you will focus on serving, and how you want to be perceived by those customers, it’s time to be sure your business development team is poised to deliver.