The Spirit Ponders and The Heart Concludes
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 …
Purposeless Failure
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 …
Bad BD Data Ends Careers
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 …
Stopping the Disease of Misdiagnosis, Asking Questions
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 …
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Your CRM is Not the Answer
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 BD Plan Isn’t Intelligent
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 …
Who Didn’t Leave in The Great Resignation
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 …
Do I Have What It Takes To Ghost?
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.
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 …
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If You Don’t Already Know By Bid Day Who Won the Bid … It Probably Isn’t You
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 …
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