What does Game of Thrones and Business Development have in...

What do unfinished sentences (oh, the irony), movie cliffhangers, and effective streaming content have in common?

The mental tension that comes with a task which is incomplete.

This is the Zeigarnik effect.

Business developers maybe start with just the unpriced scope.

Or introduce a list of three critical elements which may assist their project but only review two.

At the end of customer meetings, be sure not to wrap everything up but leaving action items.

The key is creating productive tension that keeps your business relationships active in the clients' minds without being manipulative or creating anxiety.