Insights Archives

“…neither snow, nor rain, nor heat, nor gloom of night, nor the winds of change, nor a nation challenged, will stay us from the swift completion of our appointed rounds. Ever.” [...]

“It’s not necessarily the amount of time you spend at practice that counts; it’s what you put into the practice.” … Eric Lindros (professional ice hockey player) One [...]

This brilliant insight was offered by one of our attendees during a recent training event and it really makes a strong point about the role of Business Development. People buy, organizations do [...]

“In absence of clearly defined goals, we become strangely loyal to performing daily acts of trivia.” – Author Unknown This is a great insight, but it makes one large assumption [...]

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

Stop and take a moment to think about the kinds of questions you ask your Prospects. Is your tendency to ask long, overly focused questions or short, open-ended questions? As a Business [...]

Credibility, Confidence and Courage are three interwoven factors that are essential to an individual’s success in Business Development. These key elements make us powerful, efficient and [...]

The distinguishing factor in many business development situations is you as an individual. Know yourself, your principals, your purpose, your values and your ethics. Have confidence in your [...]

In Business Development, it's never about you. It's all about the client and their needs, their concerns, their perspective of the problem, and ultimately, their decision about the solution. In [...]

Leadership in Business Development is about character. Being a leader, rising to the top 3% in your profession, is anchored on your principles, ethics and values. Your purpose... what you do for [...]

Do your homework the first time and on every call. Focus it around the Four Cornerstones of Business Development. Pay special attention to people knowledge; what has changed about the individual [...]

The field of Business Development is full of tips and tricks to help you increase your wins and avoid losses. However, Business Development professionals know that whats in your head is far more [...]

The 3-Cs, Credibility, Confidence and Courage, are three interwoven factors that are essential to an individual’s success in developing business. These key elements make us efficient and [...]

If you had to evaluate your Business Development team today and make a determination as to each individual's ability to generate revenue without a pre-existing network, which individuals on your [...]

How to overcome the pitfalls of being the incumbent in government contracting. Regardless of current belief, becoming the contractor of choice doesn't happen overnight. Winning the business takes [...]

Project Management... it's where the rubber meets the road. It's the font line. It's where technical services firms engage their clients. But it's also where senior managers have the least [...]

As professionals in Business Development we have to take responsibility for the nature of our relationship with our customer. Prevent issues from becoming negative issues by negotiating and [...]

If we do not understand how and why people buy or have a process to disqualify opportunities early, we tend to rationalize a reason why the person did not buy from us. On a fundamental basis, [...]

Prospects and individuals in general are self-centered and really only care about themselves. Given the opportunity, they are happy to discuss every detail of their world, situation and [...]

In his poem “If”, Rudyard Kipling shares examples on how to relate to others and exhibit grace, class and humility. People are comfortable with and instinctively trust those individuals who they [...]