The Snowball System: How to Win More Business and Turn Clients into Raving Fans
by Mo Bunnell
View on GoodreadsBunnell's framework for systematic business development in professional services, organized around the idea that BD is a learnable, repeatable process — not a personality trait.
Core ideas
- GAINS framework for relationship intelligence: Goals, Affiliations, Interests, Needs, Strengths — capture what you know about each contact so the next interaction adds value.
- "Give to get" sequencing — sustained, specific generosity builds the relational capital that makes asks possible later.
- BD habits over BD heroics — small daily/weekly disciplines (touches, value-adds, listening posts) beat episodic pushes.
Published2018
Pages304
ISBN9781610399609
ReadJan 2023
