The Short List: How to Drive Business Development by Focusing on the People Who Matter Most

Focus on the right relationships for better business results.

When it comes to business development, professionals often struggle—not from a lack of opportunities but from not knowing where to focus their attention. In a world where we can access anyone through six degrees of separation, our 500+ LinkedIn connections and cluttered CRM databases only exacerbate the question: "What is the best use of my time?"

The Short List delivers a clear, actionable guide to identifying the people you need to prioritize and the techniques you can use to nurture those relationships into career catalysts. It provides a step-by-step plan with easy-to-use exercises to help newcomers get started and seasoned rainmakers hone their approach. Streamline your networking system and elevate your business development results with this indispensable guide.

Cofounder and CEO of PipelinePlus, David Ackert, is a highly regarded business development thought leader who has pioneered revenue acceleration programs for hundreds of professional services firms worldwide.

© 2025 Greenleaf Book Group (Audiobook): 9798886453478

Release date

Audiobook: 4 March 2025