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 […]
If You Don’t Already Know By Bid Day Who Won the Bid … It Probably Isn’t You Read More »
Learning what pains you solve in Business Development begins with an understanding of how and why people buy. Unfortunately, most of us fail to understand what ultimately motivates the buyer’s
The Key to Business Development Is Learning What Pains You Solve Read More »
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 based on the
A Good System Forces You to Get Noes Early and Often. Read More »
This insight is often misunderstood and can be confusing if you don’t understand the principle behind it. We all assume that once we have worked hard and won the client’s
Every Day You Do Business with Someone, You Are One Day Closer to Ending It. Read More »
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
Good Matters Get Better. Bad Matters Get Worse. Read More »
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
Don’t Think for the Prospect … Ask. Read More »
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 enhance their ability
Your Meter Is Always Running. It’s Always a Business Relationship. Read More »
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
Bad Business Is Worse Than No Business. Read More »
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 successful in
If Your Head Doesn’t Get There First, Your Tail Never Will. Read More »
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
Where Is Your Thinking Taking You? Read More »
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