Methods for Personal Success

MarketTrends, the newsletter of the Association for Accounting Marketing, interviewed Rob Fairbaugh, shareholder, Dunlap & Associates, P.C.about how he has become successful in business development. We were struck by his comment that the new business relationships he maintains are only with people he likes. If he does not like spending time with a prospect in some mutually pleasurable activity, he does not do it. His policy has had excellent results. (Editor’s note:  This kind of personal policy should enormously reduce the stress that often accompanies the business development role, but firms should adopt monitoring mechanisms to assure that these contacts do not become primarily social.)

For more, see MarketTrends, September/October 2004, p.11.