Today, I am thinking about business development… How to find clients who would obtain value from our service… What, specifically, do they think they need and why do they need it?...And how should I go about connecting with them in a meaningful way so they understand what we can do to help them?

There's lots of advice - out there - to guide me: 

•  People are too busy to meet 
•  People do not return phone calls 
•  People do not read email 
•  This magazine advertising space is on sale
•  Better build an amazing website 
•  Better put lots of SEO stuff in that website 
•  Make some cool videos, cool stuff works
•  Add lots of content, keep it fresh and fun 
•  Social media - that's essential

…and every day I get a couple of emails from folks who tell me they have a surefire way to provide some choice new clients. 

So, with all of this to help me, I'm pretty much set to go sign up some new clients. 

Wait a second. We do excellent work. Our clients are pleased with our work. Why not rely on word-of-mouth? 

OK - we're good - time to get back to work.