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 »
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 »
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 »
People in Business Development frequently have problems separating business from personal relationships. They think if they develop a personal relationship with a prospect or client, it will enhance their ability
Your Meter Is Always Running. It’s Always a Business Relationship. Read More »
One lesson a Business Development Professional learns over time is the cost of bad business. Early in our careers, we are so anxious for business that we fail to establish
Bad Business Is Worse Than No Business. Read More »
For any professional development or transformation of behavior to be effective, you have to change thinking. It’s thinking that drives behavior, which drives results. In order to be successful in
If Your Head Doesn’t Get There First, Your Tail Never Will. Read More »
It is becoming more evident that to be successful in the current business environment, you have to change the way you engage with your prospects. The Business Development processes and
Where Is Your Thinking Taking You? Read More »
Use your homework prior to every call to stretch yourself conceptually and mechanically. Find out what you don’t know about your client’s business. How do they really make money? Who
Stay Outside Your Conceptual Comfort Zone. Read More »
We have all heard that any strength to an extreme is a weakness, although many of us fail to really understand this principle. Knowing our strengths and seeing them as
Thinking Comes Right Before Trouble. Read More »
From many years of experience, we know that the top 3%—the true professionals in Business Development—have learned how to change their thinking. Not only have they learned how to think
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