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Is Your BD Team Process Driven or Chasing Fly Balls & Butterflies?

If you had to evaluate your Business Development team today and make a determination as to each individual's ability to generate revenue without a pre-existing network, which individuals on your [...]

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Master a Never Ending Dialogue with your Customer to Guarantee a Winning Re-compete

How to overcome the pitfalls of being the incumbent in government contracting. Regardless of current belief, becoming the contractor of choice doesn't happen overnight. Winning the business takes [...]

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Project Management: Opportunity Lost and Cost?

Project Management... it's where the rubber meets the road. It's the font line. It's where technical services firms engage their clients. But it's also where senior managers have the least [...]

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Don’t Get Mad At People For Doing What You Never Told Them Not to Do.

As professionals in Business Development we have to take responsibility for the nature of our relationship with our customer. Prevent issues from becoming negative issues by negotiating and [...]

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Why People Don’t Buy: No Pain, No Match, No Crisis, No Trust.

If we do not understand how and why people buy or have a process to disqualify opportunities early, we tend to rationalize a reason why the person did not buy from us. On a fundamental basis, [...]

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Your Prospects Don’t Care About You … But They Love to Talk About Themselves.

Prospects and individuals in general are self-centered and really only care about themselves. Given the opportunity, they are happy to discuss every detail of their world, situation and [...]

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There Are No Customers Who Do Not Buy, but Simply Prospects Who Fail to Qualify.

Many people in sales and Business Development believe the reason a prospect didn’t buy is that they lacked sufficient information, enough justification or adequate incentives convincing [...]

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Don’t Look Too Good or Talk Too Wise.

In his poem “If”, Rudyard Kipling shares examples on how to relate to others and exhibit grace, class and humility. People are comfortable with and instinctively trust those individuals who they [...]

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The 3 Cs (Credibility, Confidence and Courage) = Success in Business Development

Credibility, confidence and courage are three interwoven factors essential for Business Development success. These key elements make us powerful, efficient and effective in the role. Any one of [...]

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Do You See “No” As the End or the Beginning?

One of the defining characteristics between amateurs and Business Development Professionals is their early pursuit of “no.” Business Development professionals have moved beyond fearing rejection [...]

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If You Don’t Already Know By Bid Day Who Won the Bid … It Probably Isn’t You

When responding to bids or RFPs there is a key point to understand: you are automatically a part of someone else’s process. That may be either the prospect’s process or a competitor’s bid-shaping [...]

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A Good Business Development System Forces You to Get Noes Early and Often.

Many traditional sales processes are push-oriented and focused on features and benefits. These processes attempt to convince prospects that they need products or services. This methodology is [...]

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Good Matters Get Better. Bad Matters Get Worse.

In Business Development, it’s easier to stay out of trouble than to get out of trouble. What you do to establish the rules of the relationship up front is critical for setting the tone for the [...]

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Your Meter Is Always Running. It’s Always a Business Relationship.

People in Business Development frequently have problems separating business from personal relationships. They think if they develop a personal relationship with a prospect or client, it will [...]

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Bad Business Is Worse Than No Business.

One lesson a Business Development Professional learns over time is the cost of bad business. Early in our careers, we are so anxious for business that we fail to establish relationship [...]

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If Your Head Doesn’t Get There First, Your Tail Never Will.

For any professional development or transformation of behavior to be effective, you have to change thinking. It’s thinking that drives behavior, which drives results. In order to be [...]

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Where Is Your Thinking Taking You?

It is becoming more evident that to be successful in the current business environment, you have to change the way you engage with your prospects. The Business Development processes and thinking [...]

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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 [...]

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Thinking Comes Right Before Trouble.

We have all 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 potential limitations, will [...]

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Master Long-Term Thinking Like a Business Person versus Short-Term Thinking Like a Salesperson.

From many years of experience, we know that the top 3%—the true professionals in Business Development—have learned how to change their thinking. Not only have they learned how to think like a [...]

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