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?

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