Business Development

Where the work actually comes from, and how to make more of it arrive

Two AV companies of the same size, in the same city, with the same equipment. One of them has been busy for ten years and the other is always waiting for the phone. Ask the busy one where its work comes from and the answer is rarely advertising. It is a venue manager who recommends them, an agency that has used them for years, a production manager who moved to a new company and took them along, and a former crew member who now books events for a university.

Inside: What Business Development Is - Where Growth Comes From - Choosing Who to Go After - Finding Opportunities - Networking & Relationships - Partners and Channels - Developing & Winning Business - The Business Development Plan - Business Development Mastered - Where to Go Next.