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 …
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 …
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 …
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 …
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 …
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 …