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Business Development: Ever wondered why people buy from you?

Posted by Michael Ames on Thursday June 30th, 2011


A guest post by Michael Ames, passionate about making business development a profession not just a job. Built and sold £40m group in less than 9 years. Doing it all again and loving it!

Strange really. We all buy things every day whether it’s a sandwich at lunchtime, petrol for your car or a £4m computer system the process is pretty similar but what makes us do it? Let’s explore this aspect of business development it in more detail.

1.Need. If you think about the obvious starting point is having a need that is either immediate or anticipated. Sometimes we may not be aware of that need (which is why the advertising industry exists, in case you ever wondered) and it needs to be brought to our attention. In my case I realise I need a glass of red wine when I see somebody on TV drinking one.