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To Be Successful in Business Development … Know Your 3-Cs

The 3-Cs, Credibility, Confidence and Courage, are three interwoven factors that are essential to an individual’s success in developing business. These key elements make us efficient and [...]

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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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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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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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Defend Your Limitations and, Sure Enough, They’re Yours.

We frequently encounter individuals who, when challenged with why they continually do things a certain way, will defend their position and the thinking driving their behavior—even when they know [...]