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MBDi – Mastering the Art of Business Development
  • Training
    • Individual Training
      • Public Online Training
      • Public On Site Training
    • Corporate/Team Training
      • Private Online Training
      • Private On-Site Training
  • Consulting
    • BD Sales Assessments
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  • About
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    • What We Do
    • Leadership
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  • Insights
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Your BD Plan Isn’t Intelligent

Success Notes

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 »

Who Didn’t Leave in The Great Resignation

Success Notes

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 »

Do I Have What It Takes To Ghost?

Columns and Articles, Success Notes

FEBRUARY 24, 2022 – Washington Technology |

Many BD and sales professionals complain about having a great meeting with a prospect and then never getting calls or messages returned. Often it’s because of the wrong preparation for that first encounter.

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

Success Notes

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 »

If You Don't Already Know By Bid Day Who Won the Bid, It Probably Isn't You

If You Don’t Already Know By Bid Day Who Won the Bid … It Probably Isn’t You

Insights

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 »

The Key to Business Development Is Learning What Pains You Solve

Insights

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 »

A Good Business Development System Forces You to Get Noes Early

A Good System Forces You to Get Noes Early and Often.

Insights

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 »

Every Day You Do Business with Someone, You Are One Day Closer to Ending It.

Insights

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 »

MBDi: Good Matters Get Better. Bad Matters Get Worse.

Good Matters Get Better. Bad Matters Get Worse.

Insights

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 »

Don’t Think for the Prospect … Ask.

Insights

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 »

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