Success Notes

By Richard Higby, PhD I’m a scientist and specifically, a chemist. By virtue of my having risen through the corporate ranks, I have honed my inherent analytical skills to become …

The Spirit Ponders and The Heart Concludes Read More »

By Richard Higby, PhD Your call went well. You introduced yourself, launched into a presentation about your company – achievements, various products, and services, etc. – and your prospect was …

Purposeless Failure Read More »

By Richard Higby, PhD All the forecast data indicated success in the fourth quarter. I had summed all the opportunities, applied the agreed probabilities, and calculated a number far more …

Bad BD Data Ends Careers Read More »

By Richard Higby, PhD I was sharing my own recent medical experience (broken leg) with a friend and telling him how my treatment was the antithesis of what is proffered …

Stopping the Disease of Misdiagnosis, Asking Questions Read More »

By Richard Higby, PhD Develop your external process before investing in technology to monitor it Out of frustration, I extolled my business developer to “JUST PICK UP THE PHONE AND …

Your CRM is Not the Answer Read More »

By Richard Higby, PhD Your business development team are carrying with them all the default thought processes dictated by your professional culture, hierarchy, personality, data, and the haste derived from …

Your BD Plan Isn’t Intelligent Read More »

By Richard Higby, PhD Business Development professionals exist in a culture of empowerment – in charge of their personal goals and owning the path to achieving them. They have the …

Who Didn’t Leave in The Great Resignation Read More »

By Richard Higby, PhD Every participant in an MBDi workshop is familiar with the trivia question, “Is zero a prime number?” After a polite pause and an expectant hesitation, the …

Remembering Prime Numbers in Mastering Business Development ® is Your Mantra to Success. Read More »