There’s no doubt the way firms and their professionals conduct business development has – and continues – to evolve. Has your team kept up? Whether it’s an expanded – or complete removal – of the geographic footprint they formerly served and mined for prospects or adapting to a virtual selling environment, the game has changed. Knowing and understanding who your buyers and clients are - and what their needs, pain points, and preferences are - is crucial in the new environment. How can firms go even deeper in their relationships to remain competitive? Christian Moises, Inovautus Consulting's digital marketing advisor, shares his insight with Sarak Dobek.