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

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

 In Insights
#BusinessDevelopment pros have 2 challenges; #behavior and #thinking of traditional #sales people

From our experience working with Business Development Professionals, two challenges consistently arise. First, it is extremely difficult to change the behavior and thinking of traditional sales people who are typically product-oriented and who push-sell based on the features, benefits and pricing of their product. It is true that any system will work as long as you have one. That system of continually pushing the value and service of the product, although inefficient and ineffective, will generate a certain amount of business. However, it will almost always put the individual representing the product in an adversarial role. Helping a person to recognize the limitations of that system, changing the thinking that drives it and elevating them to the higher level of Business Development has a low probability of success and is a painfully difficult process.

Secondly, individuals who are by nature problem solvers— introspective, somewhat introverted, interested in asking questions and learning, empathetic and able to understand a problem from another person’s perspective—make much better candidates for developing into Business Development Professionals. What sets them apart is their desire to understand the nature and scope of the problem, its ramifications to both the individual and the purchasing organization and being externally focused in helping to find a solution to the problem—whether or not the prospect purchases it from them. This type of individual engenders a more open relationship with strengthened trust and a superior exchange of information, resulting in a longer lasting professional business relationship.

In the modern world of service-oriented, technical services companies, a technical engineering specialist who has backed into the role of Business Development provides a much better candidate for success, is a more reflective student, and is more inclined to learn both the thinking and process of professional Business Development than a traditional salesperson.

It is much easier to discover a diamond in the rough and to mentor and coach this individual rather than to try to retrain traditional sales thinking and process.

Click the link for more Business Development Thought Leadership and Insights

© 2017 MBDi. All rights reserved.


About MBDi:
Founded in 1979, MBDi is a global Business Development services firm headquartered in Charlotte, North Carolina, USA, providing expertise in Business Development best practices in the national security, defense, scientific, energy and engineering industries. MBDi’s mission is to transform our clients’ organizations and people into proven Business Development leaders by addressing the conditions and behaviors that assure positive culture change creating clear paths to professional success.

Recommended Posts

Leave a Comment

Sign up to receive Articles!


Contact Us

Thank you for your interest in MBDi. Please fill out the contact form below and one of our team members will be in touch with you shortly.

0
Fishing v Catching, Hunting v BaggingShapers Fakers and Order Takers
In this White Paper you will learn:
  • The different psychological profiles of BD Majors verses BD Minors
  • Criteria to evaluate personnel for a BD role
  • Why behavioral psychology is a critical knowledge competency for success in Business Development
  • The four distinctive BD roles and how to understand, assess and coach those individuals critical to revenue growth
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The eight-element approach to turning around revenue growth
  • Critical components for a high performing BD organization
  • Is it possible to change the culture of a BD organization?
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • What a new BD culture incorporates
  • Why BD culture change produces a greater return on investment than strategy
  • How external catalysts are critical to changing BD culture
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Why trust is important in developing business
  • Why a client engagement process mapped to a qualification/disqualification phase is necessary
  • The three early shaping environments impacting your revenue results
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • What the true ROI is for training and development investments
  • How installing a purpose-driven client engagement process impacts pipeline quality
  • Why to fund education, coaching and professional development for effective customer engagement thinking and skills
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • The missing link in most Business Development processes
  • What is HUMINT® and why it's a critical component in intelligence gathering
  • How credibility in BD is determined by the level and type of questions asked
Your Information will never be shared with any third party.
Issue Paper:
  • Hiring retired senior military personnel for Business Development positions is a common practice in the Government Contracting industry. No matter how rational the custom of having retired military personnel call on their former subordinates now running government agencies or departments may seem, this scenario actually produces three troubling contradictions, one each from the individual, the corporation and the marketplace.
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Key Indicators of Revenue Growth Stagnation or Contraction
  • Stovepipe to Strategic: Restructuring the Business Development Model
  • Steps for Implementation
  • Assess the Present State of a Business Development Organization
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Indications of Business Development model problems
  • Business Development Strategy, Planning and Capabilities
  • Opportunity Identification & Qualification vs. The Crystal Ball.
  • Business Development Professionals vs. Door-Openers and Butterfly Catchers
Your Information will never be shared with any third party.
Issue Paper:
  • Few positions have the success of an organization weighing upon them like those in Business Development.
  • Once the hiring decision is made, a substantial and long-term investment of time and finance is required to launch the individual to the point where they are building relationships, qualifying and shaping opportunities and building a pipeline.
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Do You Need a Special Ops Team of Super Hunters for Your Organization?
  • Should You Stand Up a BD Strike Team?
  • Characteristics of a BD Strike Team Leader
  • Stand Up and Deliver: The Strategic Advantage
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • A proven Intel Gathering Strategy to fortify decision-making and drive revenue results
  • The difference between companies that make good “Pursuit/No Pursuit” decisions and those that don't.
  • The five stages of the Intelligence Cycle
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Lifting a page from the small company Business Development playbook can be a game-changing strategy in this transformed environment.
  • Game-Changing Structure Strategy
  • The Case for Professional Development
Your Information will never be shared with any third party.
Issue Paper:
  • Want to get inside your customer’s head and discover the real issues? Then go to the source and just ask!
  • Are you gathering Data or Source HUMINT ®
Your Information will never be shared with any third party.
Issue Paper:
  • Determining Barriers & Overcoming Obstacles to Growing Revenue in a Recessionary Economy
  • Moving the Needle in Tough Times
Your Information will never be shared with any third party.
In this White Paper you will learn:
  • Guidelines for leveraging products and services to international military/defense markets in Government Contracting.
  • Top Ten List for International Business Development Success in Government Contracting
Your Information will never be shared with any third party.