It stands to reason that if you are in the business of selling technical services then all of your technical professionals must – at a minimum – aspire to be […]
Do You Major or Minor in Business Development? 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 »
This insight owes credit to Samuel Morse, 1791-1872, the inventor of Morse code and Lieutenant General Russel Honoré, U.S. Army (Ret.), who coined many colorful Cajun phrases. Whether or not
Are You “SOS” in Business Development? Read More »
Times have changed. The reality is that clients and prospects have found new cost-conscious alternatives to address their problems. So, how can we acquire new business and retain a loyal
Work Left, Invest Right, and Grow Revenue Read More »
We’re often asked, “What do professional Business Development people look like”? There are many studies about personalities along with tests and articles on the subject. In spite of all this
In BD … Always Live Your Cover! Read More »
Regardless of our backgrounds and upbringings, we are all taught to treat others with respect, and in some cases deference. Professionally, we often find ourselves in a structural hierarchy with
Be Careful of Putting Prospects On A Pedestal Read More »
The role of Business Development is not for the faint of heart. When starting out in a BD role most of us were never provided with a “how-to” manual for
Is Business Development Your Halfway House? 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 »