Don’t make assumptions.

I ran across this quote recently:

So true, isn’t it? And yet, we all tend to make assumptions.

• This client is thrilled with our engagement; this one isn’t.
• That target client is represented and is no interest in moving; that one understands the legal situation that’s cropped up and but can’t (or won’t) spend the money to resolve it.
• That contact knows what kind of work I do and knows I’d like to get referrals.

What assumptions are you making that may affect your business development success? How can you test them?