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If It’s Not A Must-Win for You … It Probably Is For Someone Else.

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 [...]

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Learn To Become A Human Engineer

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 [...]

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Beware of the Company You Keep

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 [...]

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Never Be the Smartest Person in the Room

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 [...]

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A Time Of Turmoil Is A Great Time For A Person With A Goal And A Plan

If the uncertainty of the current environment has you sitting on your hands … you may want to re-evaluate your personal and professional goals and plans. Uncertainty causes frustration and [...]

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Learn to Develop a Hunter Mentality

We’ve all heard the analogy describing the difference between a Hunter and a Farmer Business Development Professional. Neither position is easy, and both are critical components to the [...]

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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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