From many years of experience, we know that the top 3%—the true professionals in Business Development—have learned how to change their thinking. Not only have they learned how to think like a professional business person; more importantly, they have learned the thinking and the ethos of a leader.
Thinking like a true Business Development Professional involves a complete understanding of the 12 Core Competencies of Business Development. This way of thinking is substantially different than traditional sales thinking. These individuals understand that first this thinking is all about who they are as individuals and leaders with their principles, their values and their purpose.
This thinking is also about what they know, including technical knowledge, understanding of their customer’s business, knowing how to help clients make money and an in-depth understanding of psychology and human behavior. The business person understands that it is much more than simply systems and skills, goals and plans. They have developed long-term, right-brained, strategic thinking in addition to short-term, left-brained, sales thinking. The true business person is well-balanced, mature, competent, and has a long-term focus. They keep the end in mind, which is creating a long-term professional business relationship that transcends the short-term sale.
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Founded in 1979, MBDi is a global Business Development services firm headquartered in Charlotte, North Carolina, USA, providing expertise in Business Development best practices in the national security, defense, scientific, energy and engineering industries. MBDi’s mission is to transform our clients’ organizations and people into proven Business Development leaders by addressing the conditions and behaviors that assure positive culture change creating clear paths to professional success.