For more than three decades, we’ve been challenged to describe what Business Development is all about. More often than not, it’s been defined by explaining what it isn’t. It’s not […]
What Is Business Development? Read More »
Every organization has a culture. Like the tale of the tortoise and the hare, some businesses choose to take a commanding lead in the marketplace, while others prefer to hang
What Is Your Business Development Culture? Read More »
OK. You just spotted an RFP on the Federal Business Opportunities (FBO) website that is a perfect match for your government contracting business. It’s exactly the kind of work you do and unquestionably the type of expertise and experience your company possesses. So you need to immediately gather the troops and get everyone started on writing the proposal. A no-brainer right? Wrong. Before you do anything, you need to answer these questions. Do you really know this customer and truly understand the issues behind the proposal? And even more importantly; does this customer know you? If not, you may be in serious trouble.
Is Your Company in a Graveyard Spiral? Read More »
We are often asked by our clients whether you can move a Shepherd or Farmer in Business Development to a Hunter or Warrior. It’s important to understand that making this
Can A Farmer Learn To Hunt? Read More »
Business Development Leaders often ask the key question: “Who is responsible for growing revenue?” In order to answer that question, it is necessary to ask: who are the key players
Leverage Your BD and PM Assets for Greater Growth Capacity Read More »
As a BD professional, you invest a great deal of time and energy building the requisite, first-person trust relationships with potential or current customers. You also allot time to understand
If You Can’t Let Them Go … They’ll Never Come Back! Read More »
There’s an old saying, “Be careful what you wish for… you may get it.” Similarly, be careful what you go after in your pursuit of business. In Business Development, every
If It’s Not A Must-Win for You … It Probably Is For Someone Else. Read More »
When we evaluate Business Development Professionals using the 12 Core Competencies of Business Development, we discover many individuals serving in a BD role lack a fundamental understanding of behavioral psychology.
Learn To Become A Human Engineer Read More »
When I’m With Myself … I’m In Bad Company “The key is to keep company only with people who uplift you, whose presence calls forth your best.” – Epictetus (Greek
Beware of the Company You Keep Read More »
One of the issues Business Development Professionals struggle with is when to show intelligence or technical knowledge. Unfortunately, some people aren’t very astute at knowing when this is appropriate. They
Never Be the Smartest Person in the Room Read More »