business development insights Archives

Is Your Company in a Graveyard Spiral?

Columns and Articles, MBDi Article of the Week

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 unquestionably the type of expertise and experience your company possesses. So you need to immediately gather the troops and get everyone started on writing the proposal. A no-brainer right? Wrong. Before you do anything, you need to answer these questions. Do you really know this customer and truly understand the issues behind the proposal? And even more importantly; does this customer know you? If not, you may be in serious trouble.

Is Your Company in a Graveyard Spiral? Read More »

Why the Postman Has No Call Reluctance.

Insights

“…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.

Why the Postman Has No Call Reluctance. Read More »

Practice. Drill. Rehearse.

Insights

“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 of the

Practice. Drill. Rehearse. Read More »

We’re Not Happy Until They’re Not Happy

Insights

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,

We’re Not Happy Until They’re Not Happy Read More »

You Must Pick The Role, Set the Goal and Be Willing to Pay the Toll

Pick the Role, Set the Goal and Pay the Toll.

Insights

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 opportunities

Pick the Role, Set the Goal and Pay the Toll. Read More »

Questions or Statements?

Insights

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 Development Professional, it is critical to understand the value of a good question as it is one of the primary ways to gather valuable intelligence. However, it is important to note that not all questions are created equal. Over the years we have found that short, simple questions often elicit a more valuable and complete response. As you deliver your question to the prospect, be sure you are not “leading the witness” by asking long winded questions or starting the question with a statement.

Questions or Statements? Read More »

Credibility, Confidence and Courage = Success in BD

C3 (Credibility, Confidence & Courage) = Success in Business Development

Insights

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 effective in the role.

C3 (Credibility, Confidence & Courage) = Success in Business Development Read More »

Know that you have value in the relationship

Insights

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 process. Realize

Know that you have value in the relationship Read More »

Stay Outside Your Conceptual Comfort Zone

Conceptually – Stay outside your comfort zone

Insights

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 come cases, the solution may not even involve you or your company!

Conceptually – Stay outside your comfort zone Read More »

Always have a goal; activity is not an accomplishment

Always have a goal; activity is not accomplishment

Insights

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 and their situation, and what additional individuals should you be contacting to secure this business.

Always have a goal; activity is not accomplishment Read More »

Individual Training

Corporate/Team Training

Advanced Training

What Are You Dealing With?

BD Sales & Assessment

BD Consulting

Strategy & Planning

Who We Are

What We Do

Leadership

Industries We Serve

Is Your Company in a Graveyard Spiral?

Why the Postman Has No Call Reluctance.

Practice. Drill. Rehearse.

We’re Not Happy Until They’re Not Happy

Pick the Role, Set the Goal and Pay the Toll.

Questions or Statements?

C3 (Credibility, Confidence & Courage) = Success in Business Development

Know that you have value in the relationship

Conceptually – Stay outside your comfort zone

Always have a goal; activity is not accomplishment

Connect

Questions?

Advanced Training

704-553-0000