Professional Goals Archives | MBDi

Your Prospects Don’t Care About You … But They Love to Talk About Themselves.

Your Prospects Don’t Care About You … But They Love to Talk About Themselves.

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 [...]

Thinking Comes Right Before Trouble.

Thinking Comes Right Before Trouble.

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 potential limitations, will [...]

Be Careful of Running into Your Own Thinking.

Be Careful of Running into Your Own Thinking.

Too many people in the role of Business Development get caught up in the mechanics, the questions, the presentation and the processes. It’s certainly important to know what to do and how to do [...]

Sales Is No Place to Evaluate Your Self-Worth.

Sales Is No Place to Evaluate Your Self-Worth.

Fear of rejection is one of the biggest inhibitors for people in sales and Business Development roles. This is because these individuals equate their Business Development role performance with [...]

Goals Must Come from Our Core.

Goals Must Come from Our Core.

Much has been written about motivation, and experts agree that effective motivation is ultimately self-motivation. We are motivated to either avoid a pain or pursue a pleasure. Motivation can [...]

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In this White Paper you will learn:

The different psychological profiles of BD Majors verses BD Minors
Criteria to evaluate personnel for a BD role
Why behavioral psychology is a critical knowledge competency for success in Business Development
The four distinctive BD roles and how to understand, assess and coach those individuals critical to revenue growth

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In this White Paper you will learn:

The eight-element approach to turning around revenue growth
Critical components for a high performing BD organization
Is it possible to change the culture of a BD organization?

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In this White Paper you will learn:

What a new BD culture incorporates
Why BD culture change produces a greater return on investment than strategy
How external catalysts are critical to changing BD culture

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In this White Paper you will learn:

Why trust is important in developing business
Why a client engagement process mapped to a qualification/disqualification phase is necessary
The three early shaping environments impacting your revenue results

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In this White Paper you will learn:

What the true ROI is for training and development investments
How installing a purpose-driven client engagement process impacts pipeline quality
Why to fund education, coaching and professional development for effective customer engagement thinking and skills

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In this White Paper you will learn:

The missing link in most Business Development processes
What is HUMINT^® and why it's a critical component in intelligence gathering
How credibility in BD is determined by the level and type of questions asked

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Issue Paper:

Hiring retired senior military personnel for Business Development positions is a common practice in the Government Contracting industry. No matter how rational the custom of having retired military personnel call on their former subordinates now running government agencies or departments may seem, this scenario actually produces three troubling contradictions, one each from the individual, the corporation and the marketplace.

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In this White Paper you will learn:

Key Indicators of Revenue Growth Stagnation or Contraction
Stovepipe to Strategic: Restructuring the Business Development Model
Steps for Implementation
Assess the Present State of a Business Development Organization

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In this White Paper you will learn:

Indications of Business Development model problems
Business Development Strategy, Planning and Capabilities
Opportunity Identification & Qualification vs. The Crystal Ball.
Business Development Professionals vs. Door-Openers and Butterfly Catchers

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Issue Paper:

Few positions have the success of an organization weighing upon them like those in Business Development.
Once the hiring decision is made, a substantial and long-term investment of time and finance is required to launch the individual to the point where they are building relationships, qualifying and shaping opportunities and building a pipeline.

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In this White Paper you will learn:

Do You Need a Special Ops Team of Super Hunters for Your Organization?
Should You Stand Up a BD Strike Team?
Characteristics of a BD Strike Team Leader
Stand Up and Deliver: The Strategic Advantage

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In this White Paper you will learn:

A proven Intel Gathering Strategy to fortify decision-making and drive revenue results
The difference between companies that make good “Pursuit/No Pursuit” decisions and those that don't.
The five stages of the Intelligence Cycle

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In this White Paper you will learn:

Lifting a page from the small company Business Development playbook can be a game-changing strategy in this transformed environment.
Game-Changing Structure Strategy
The Case for Professional Development

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Issue Paper:

Want to get inside your customer’s head and discover the real issues? Then go to the source and just ask!
Are you gathering Data or Source HUMINT ®

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Issue Paper:

Determining Barriers & Overcoming Obstacles to Growing Revenue in a Recessionary Economy
Moving the Needle in Tough Times

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In this White Paper you will learn:

Guidelines for leveraging products and services to international military/defense markets in Government Contracting.
Top Ten List for International Business Development Success in Government Contracting

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