When discussing business development strategy with my clients, I find it interesting that the ultimate topic usually comes down to the simple fact:  People Buy People.  They want to work with someone they like and trust.  Perhaps even more important– they want to work with someone who makes them look good to others.  They want to show that they are successful and so they select individuals who afford them that.

Of course, in rare cases where something mission critical is on the line, people will buy a firm for its brand.  This doesn’t mean organizations don’t need well-developed brands– far from it.  The brand gives credibility and comfort behind the purchase of the individual.

So, what is the bottom line?  Be yourself while providing top-notch service.  Help people out along the way even when it doesn’t translate to anything immediate for you.  Be grateful and show you care.  Trust me… people buy people every day.