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When the Pain of Change Is Less Than the Pain You’re in … You Will Change.

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, all [...]

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Everybody Wants to Go to Heaven … Nobody Wants to Die.

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 is true about any role in your life. [...]

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How You Do in Your Roles in Life Is Not a Reflection of You As an Individual.

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 is the [...]

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Know Your Value: Your Purpose Statement

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 for [...]

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Shapers, Fakers and Order-Takers

In #BusinessDevelopment, make sure you know how to separate the Shapers, Fakers and Order-Takers.   Few positions have the success of an organization weighing on them like Business [...]

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It’s Easier to Find a Diamond in the Rough Than It Is to Apply Pressure to Coal.

#BusinessDevelopment pros have 2 challenges; #behavior and #thinking of traditional #sales people From our experience working with Business Development Professionals, two challenges consistently [...]

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Are You a Strategic Business Leader?

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 [...]

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Any Strength to an Extreme Becomes a Weakness.

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 plans [...]

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Goal Power: All Motivation Is Ultimately Self-Motivation.

It has been mentioned before that all motivation is self-motivation. But, this time we’ll focus on the power that goals have as a motivation catalyst. More than most fields, Business [...]

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Goals Must Come from Our Core.

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 [...]

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Don’t Put Your Future in Someone Else’s Hands.

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 for [...]

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You Must Pick the Role, Set the Goal and Be Willing to Pay the Toll.

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 [...]

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Always Have a Goal; Activity Is Not Accomplishment.

Do your homework the first time and on every call. Focus your research around the 4 Cornerstones of Business Development: Technical, Business, Money and People Knowledge. Pay special attention to [...]

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Principles, Purpose and Process

Professionals in Business Development understand the interrelationship among principles, purpose and process. In your initial contact with potential clients, here are the first three things they [...]

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What Is Business Development?

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 the [...]

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What Is Your Business Development Culture?

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 back and survey [...]

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Is Your Company in a Graveyard Spiral?

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 [...]

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Can A Farmer Learn To Hunt?

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 shift involves much more [...]

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Leverage Your BD and PM Assets for Greater Growth Capacity

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 [...]

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If You Can’t Let Them Go … They’ll Never Come Back!

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 [...]

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