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Is Your Company in a Graveyard Spiral?

OK. You just spotted an RFP on the Federal Business Opportunities (FBO) website that is a perfect match for your government contracting business. It’s exactly the kind of work you do and [...]

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Do You Major or Minor in Business Development?

It stands to reason that if you are in the business of selling technical services then all of your technical professionals must – at a minimum – aspire to be proficient in their respective [...]

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Can A Farmer Learn To Hunt?

We are often asked by our clients whether you can move a Shepherd or Farmer in Business Development to a Hunter or Warrior. It’s important to understand that making this shift involves much more [...]

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Leverage Your BD and PM Assets for Greater Growth Capacity

Business Development Leaders often ask the key question: “Who is responsible for growing revenue?” In order to answer that question, it is necessary to ask: who are the key players [...]

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If You Can’t Let Them Go … They’ll Never Come Back!

As a BD professional, you invest a great deal of time and energy building the requisite, first-person trust relationships with potential or current customers. You also allot time to understand [...]

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Are You “SOS” in Business Development?

This insight owes credit to Samuel Morse, 1791-1872, the inventor of Morse code and Lieutenant General Russel Honoré, U.S. Army (Ret.), who coined many colorful Cajun phrases. Whether or not you [...]

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Work Left, Invest Right, and Grow Revenue

Times have changed. The reality is that clients and prospects have found new cost-conscious alternatives to address their problems. So, how can we acquire new business and retain a loyal client [...]

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In BD … Always Live Your Cover!

We’re often asked, “What do professional Business Development people look like”? There are many studies about personalities along with tests and articles on the subject. In [...]

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Be Careful of Putting Prospects On A Pedestal

Regardless of our backgrounds and upbringings, we are all taught to treat others with respect, and in some cases deference. Professionally, we often find ourselves in a structural hierarchy with [...]

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Is Business Development Your Halfway House?

The role of Business Development is not for the faint of heart. When starting out in a BD role most of us were never provided with a “how-to” manual for success. This is probably due [...]

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If It’s Not A Must-Win for You … It Probably Is For Someone Else.

There’s an old saying, “Be careful what you wish for… you may get it.” Similarly, be careful what you go after in your pursuit of business. In Business Development, every [...]

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Learn To Become A Human Engineer

When we evaluate Business Development Professionals using the 12 Core Competencies of Business Development, we discover many individuals serving in a BD role lack a fundamental understanding of [...]

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Beware of the Company You Keep

When I’m With Myself … I’m In Bad Company “The key is to keep company only with people who uplift you, whose presence calls forth your best.” – Epictetus [...]

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Never Be the Smartest Person in the Room

One of the issues Business Development Professionals struggle with is when to show intelligence or technical knowledge. Unfortunately, some people aren’t very astute at knowing when this is [...]

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A Time Of Turmoil Is A Great Time For A Person With A Goal And A Plan

If the uncertainty of the current environment has you sitting on your hands … you may want to re-evaluate your personal and professional goals and plans. Uncertainty causes frustration and [...]

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Do You Have an Opportunity Pipeline or an Opportunity Pipe Dream?

This quote was provided by a recent participant at one of our workshops. The wisdom of this quote is that it raises an important question… what is a real opportunity? As we teach in our [...]

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Learn to Develop a Hunter Mentality

We’ve all heard the analogy describing the difference between a Hunter and a Farmer Business Development Professional. Neither position is easy, and both are critical components to the [...]

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Always Be Looking for a Better Prospect. Improve Your Gene Pool.

Every now and then we should all read some of the stories on the Darwin Awards website. This site chronicles strange and often bizarre tales of how people find a way to eliminate themselves from [...]

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If You Feel Anything on a Call … You Have the Problem!

At one time or another, everyone in Business Development has been faced with the challenge of being emotionally affected by what a prospect says on a call. It takes a person with a lot of [...]

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Don’t Think for the Prospect … Ask.

One of the real challenges for individuals in the Business Development role is that they are intellectually quite bright. Many Business Developers think at a level and pace well beyond that of [...]