Musings on Business Development

Leading a consulting practice for the past 5 years has gained me some insights into sales and fundraising.

Once upon a time, even thinking about those sorts of activities would make me tired.  And that's despite having spent a summer selling Cutco ("the world's finest cutlery") and three years waiting tables.

My new perspective:  I can do this kind of work authentically and without feeling (or behaving) like a used car salesman.  

Half the work is just showing up where nonprofiteers happen to be:  conferences, webinars, trainings, etc.  

The rest is just being friendly, sharing what Nonprofit CFOs does, and being helpful.  I give out so much free advice that it would probably give a traditional salesman a heart attack!

Just doing that will attract enough clients to keep the team busy.  

I don't have to rush things.  No twisting of arms.  No, "what would it take for you to drive home in one of these beautiful used cars today."  

Just being myself, in the right places, has been enough and everything else has fallen into place.