What Will Set You Apart From the Competition?

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Take a Look at the New Physics

Managing expectations and disappointment will be easier when you accept that your efforts to close new business will conform to the power laws and won't result in a normal distribution. Expect lots of small wins and a few big hits—but don't sit back expecting those big deals to occur regularly. Just as with wildfires, earthquakes, and market moves, it's often the tiny accident that sets things into motion.

Build a History Channel to New Business

There's no way to place odds on whether relationships will result in new clients, and you can't predict the timing or size of potential business. But the histories you create will result in social capital, a valuable asset to draw upon throughout your career.

History Plays a Role in Your Success

Unlike with naturally occurring events, when it comes to social relationships, we have a small degree of control over their history. Our business-development efforts at getting attention, displaying our value, and building credibility create a history that underlies each and every new business outcome.