This insight is based on Herzberg’s Motivation Hygiene Concept, which says that people are more motivated to avoid a negative pain than necessarily to pursue a positive. At some time, […]
When the Pain of Change Is Less Than the Pain You’re in … You Will Change. Read More »
If you really want to be successful in any role in life, especially the role of Business Development, you have to be prepared to pay full price one time. This
Everybody Wants to Go to Heaven … Nobody Wants to Die. Read More »
Business Development is a role; it is not a value judgment of you as an individual. One of the challenging psychological principles that individuals in Business Development have to accept
How You Do in Your Roles in Life Is Not a Reflection of You As an Individual. Read More »
Leadership in Business Development is about character. Being a leader, rising to the top 3% in your profession, is anchored on your principles, ethics and values. Your purpose—what you do
Know Your Value: Your Purpose Statement Read More »
From our experience working with Business Development Professionals, two challenges consistently arise. First, it is extremely difficult to change the behavior and thinking of traditional sales people who are typically
It’s Easier to Find a Diamond in the Rough Than It Is to Apply Pressure to Coal. Read More »
Many individuals who claim the Strategic Business Leader title bring working, personal relationships with the senior management of prospect organizations to their firms. There are a lot of individuals with
Are You a Strategic Business Leader? Read More »
One of the components of successful Goal Setting and Planning is to help identify your personal strengths and weaknesses. We use this exercise to identify weaknesses and put together action
Any Strength to an Extreme Becomes a Weakness. Read More »
Much has been written about motivation, and experts agree that effective motivation is ultimately self-motivation. We are motivated to either avoid a pain or pursue a pleasure. Motivation can either
Goals Must Come from Our Core. Read More »
Future revenue growth requires planning, process and hard work. In order to be successful, you need to take control of your destiny. Many companies that rely heavily on outside influence
Don’t Put Your Future in Someone Else’s Hands. Read More »
To thrive in the “new normal” of Business Development, every component of your individual Business Development process must be both efficient and effective. What may have enabled you to win
You Must Pick the Role, Set the Goal and Be Willing to Pay the Toll. Read More »