Insights Archives

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 [...]

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 [...]

One of the defining characteristics between amateurs and Business Development Professionals is their early pursuit of “no.” Business Development professionals have moved beyond fearing rejection [...]

OK. You just spotted an RFP on the Federal Business Opportunities (FBO) website that is a perfect match for your government contracting business. It’s exactly the kind of work you do and [...]

“…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 [...]

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 [...]

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 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 [...]