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For more than three decades, we’ve been challenged to describe what Business Development is all about. More often than not, it’s been defined by explaining what it isn’t. It’s not the [...]

Every organization has a culture. Like the tale of the tortoise and the hare, some businesses choose to take a commanding lead in the marketplace, while others prefer to hang back and survey [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]