Over the past three decades working with some
of the brightest and most capable technical professionals in business
development roles, we have shared this insight countless times. We have
all no doubt heard that any strength to an extreme is a weakness,
although many of us fail to really understand this principle. Knowing
our strengths and seeing them as limitations will assist us in avoiding
situations that occur through complacency or over confidence.
Many of us who engage in business development
are intellectually capable, and as a result we are always thinking. It
is our nature to wonder about what will happen next and why, how to
anticipate the next move and then how to react. This over-analyzing
becomes a limitation when working in the role of business development.
The overly capable, intellectual business developer will ascribe
meaning, make assumptions and leap to conclusions, rather than taking
the time to slow down, engage with the prospect at their pace, ask
questions, listen to the answers, and then follow up on replies to
gather further clarification. Their thinking has left them way ahead of
what they are listening to and the position of the client. Invariably,
this results in their losing control of their process. They are soon in
trouble and revert to selling.
Too much thinking, over-thinking,
over-analyzing, anticipating or “listening with your motor running”,
all are sure signs that trouble is just ahead. Thinking … too much
thinking without really listening … comes right before trouble.
