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It’s Easier to Find a Diamond in the Rough Than It Is to Apply Pressure to Coal.

#BusinessDevelopment pros have 2 challenges; #behavior and #thinking of traditional #sales people From our experience working with Business Development Professionals, two challenges consistently [...]

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Fishing versus Catching, Hunting versus Bagging

Early American pioneers quickly learned that if you didn’t hunt and fish, you wouldn’t eat. The same is true for Business Development Professionals. Individuals may see themselves as pioneers in [...]

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Are You a Strategic Business Leader?

Many individuals who claim the Strategic Business Leader title bring working, personal relationships with the senior management of prospect organizations to their firms. There are a lot of [...]

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Any Strength to an Extreme Becomes a Weakness.

One of the components of successful Goal Setting and Planning is to help identify your personal strengths and weaknesses. We use this exercise to identify weaknesses and put together action plans [...]

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Goals Must Come from Our Core.

Much has been written about motivation, and experts agree that effective motivation is ultimately self-motivation. We are motivated to either avoid a pain or pursue a pleasure. Motivation can [...]

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Don’t Put Your Future in Someone Else’s Hands.

Future revenue growth requires planning, process and hard work. In order to be successful, you need to take control of your destiny. Many companies that rely heavily on outside influence for [...]

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You Must Pick the Role, Set the Goal and Be Willing to Pay the Toll.

To thrive in the “new normal” of Business Development, every component of your individual Business Development process must be both efficient and effective. What may have enabled you to win [...]

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Always Have a Goal; Activity Is Not Accomplishment.

Do your homework the first time and on every call. Focus your research around the 4 Cornerstones of Business Development: Technical, Business, Money and People Knowledge. Pay special attention to [...]

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Business Development Is Hysterical Activity on the Way to the Grave; It Is Not Relevant Social Behavior.

Do you find yourself taking your role as a Business Development Professional too seriously? Over the many years we’ve been helping students differentiate between and prioritize [...]

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Digging the Business Development Ditch…Are You Turning It Around or Digging Deeper?

Do you constantly struggle to reach growth targets or achieve revenue quotas? Does it seem like you’re sinking deeper into a ditch, while working hard to climb your way out? Turning around an [...]

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What Is Business Development?

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 [...]

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What Is Your Business Development Culture?

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 [...]

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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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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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