Much of the Association of Accounting Marketing Summit 2006, held June 14-16 in Denver, focused on business development.
In one session, the president of practice growth firm Crosley + Co, Gale Crosley, pointed out that there are four steps in developing new business - the first step is segmenting, targeting and positioning within the marketplace; step two is lead generation; followed by the third step, opportunity development. The final step of the process is service delivery.
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