Don't Forget About the Low-Hanging Fruit
It is safe to say that one of the most difficult parts of business development is investing the time, energy, and effort to develop a relationship from scratch to the point where that person trusts you and is willing to give you a shot. It usually requires a strong dose of patience and persistence.
Case in point: When I was the National Sales leader for a consulting firm prior to starting my own practice, I asked my top three performers a very simple question. “What is the average time it takes to build a relationship from the first time they meet you to the time they give you your first matter?”