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Great post. I would like to emphasize the point made that networking events and groups and sales guys are not the way to go.
Between starting in web and starting Station Four I went through a number of companies that had a sales team and heavily leveraged the local Chamber of Commerce and other networking organizations for new business. So it can be done, there’s business there.
However, in every case managing the sale guys was a mess, which seems pretty much like the norm in our business. Projects were over-promised and under-quoted, sales reps would propose and sell the client inappropriate solutions and in the end this would usually resulted in a low quality end product.
Also the new business that came in through networking events always seemed to require that we give a ‘deal’ to someone’s ‘buddy’ and fostered unprofessional relationships.