I was reading the most recent e-newsletter from California Minority Council Program, and enjoyed Martha Sullivan’s article on What’s the Biggest “Biz Dev” Mistake  At  Networking Events?  I’m sure everyone who’s ever been responsible for generating business has their own horror story about networking “events,” but Martha’s point is spot on — business development is a long-term proposition, that requires a plan and repeated, deliberate steps.  Beyond that, I’ll add that networking is not very useful if you don’t know who your target client is, what their unmet needs are, and how you can get to the decision maker.  More to come.