In The Heart of Change, John Kotter shares real life stories of how people change their organizations. The bestselling author sees the value of others' wisdom in the art of leading change. So do the best bloggers out there!
Today, in Learning Through Business Development, Ann Michael for instance, showed how building relationships and learning about organizations is a large part of any consulting business. I agree. 
Like Ann says, I’ve also found that …”spending time getting to know the people, issues, and opportunities within a company is the only way I know to identify real needs and determine if the skills I offer (or represent through partners) can effectively address them.”
Ann suggests that we talk with people in organizations several times before a potential engagement is even identified, in order to create a proposal.
Thanks Ann…. It takes brains to watch listen and act with a fresher view than before we enter a setting. Unless business development activities are as a learning experience for the leader, as you described here, we miss the lessons learned from those who describe their companies and their aspirations, for instance.
Ann calls for an effective balance between business development and service delivery allows me to maintain a healthy business and a fresh perspective. I’d like to add that it takes stepping back from preconceived notions of what an industry needs, to readjust the solutions in a winning proposal.
That openness springs up often over at “Manage to Change,” and it’s worth taking a regular look. Thanks for another keeper, Ann.
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