Business development

The art of business relationships is listening

David Hockney once said: "Listening is a powerful act: you have to put yourself out to do it."

The core of building strong business relationships is communication. And at the core of communication is listening. Listening makes people with whom you interact feel valued, appreciated, cared for and respected. How do you do that? By talking on a regular basis to your business development contacts, asking them the right questions and listening hard.

The single most useful thing that you can do to inform your team and indeed your whole business, is to invest in the process of structured listening.

Structured listening consists of four discreet processes: