John Whitehead, co-head of Goldman Sachs in the 1970s, wrote the following 10 commandments that guided their business development efforts:
- Don’t waste your time going after business you don’t really want.
- The boss usually decides— not the assistant treasurer. Do you know the boss?
- It is just as easy to get a first-rate piece of business as a second-rate one.
- You never learn anything when you’re talking.
- The client’s objective is more important than yours.
- The respect of one person is worth more than an acquaintance with 100 people.
- When there’s business to be found, go out and get it!
- Important people like to deal with other important people. Are you one?
- There’s nothing worse than an unhappy client.
- If you get the business, it’s up to you to see that it’s well-handled.
Good list. What do you think?
I came across this list thanks to Mark Graham’s post over at The Entrepreneurs’ Organisation blog.