Don’t Buy a Rolodex, Buy a Process 

Bill Penczak
Bill Penczak

How to hire the optimal business developer.

By Bill Penczak

If you’re under 40, you may not be familiar with the Rolodex. Right after stone tablets, we used to keep track of our contacts in a really great contraption that was a rotating spindle on which business cards or handwritten notes of contacts were maintained. The “search” function was you fumbling through trying to remember that prospect’s name from two months ago.

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When it comes to hiring a professional to build a practice, whether it’s a full-time business developer or a practice partner or principal to grow the business, many firms make the mistake of “buying a Rolodex.” Translated for today’s vernacular, they are hired because “they know everyone” or “have contacts in bigger target companies” or “are members of every organization.”

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Bill Penczak

Bill Penczak

About the Author

Bill Penczak is a 30-year marketing and sales professional, including tours of duty at Big 4 and regional CPA firms.

He is a regular speaker at industry and business events on the topic of firm growth. Penczak is the founder and chief insights officer of MICA Ventures, a consulting firm focused on growth and margin improvement for professional services firms.

Contact him at bill@mica.ventures.

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