Stay Outside Your Conceptual Comfort Zone.
Use your homework prior to every call to stretch yourself conceptually and mechanically. Find out what you don’t know about your client’s business. How do they really make money? Who are the individuals in the company you need to force yourself to ask about? Who should you be gathering information from that you are reluctant to engage in an interview?
Stretch your thinking in your homework prior to every call. Use your homework, and you’ll stretch the results from the call too.
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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.