10 Commandments for Business Development from Goldman Sachs

John Whitehead, co-head of Goldman Sachs in the 1970s, wrote the following 10 commandments that guided their business development efforts:

1. Don’t waste your time going after business you don’t really want.
2. The boss usually decides— not the assistant treasurer. Do you know the boss?
3. It is just as easy to get a first-rate piece of business as a second-rate one.
4. You never learn anything when you’re talking.
5. The client’s objective is more important than yours.
6. The respect of one person is worth more than an acquaintance with 100 people.
7. When there’s business to be found, go out and get it!
8. Important people like to deal with other important people. Are you one?
9. There’s nothing worse than an unhappy client.
10. If you get the business, it’s up to you to see that it’s well-handled.