From Short List to Top Pick

What do you do when your company is on “The Short List”? When this situation presents itself, it’s the business developer’s role to do the due diligence of follow up. The Short List is the top 2-4 choices a company has for a service provider....

Who's In Charge? (Driving Action in the Absence of Order)

We live and work in a world of living, breathing people, full of emotion, multi-generational and each of us having varied life experiences.  Scenarios might include a CEO 10 years your junior, arriving to work at 10am after their Crossfit workout. You are surrounded...

Are you selling integrity or solutions?

Never have I heard someone say they are buying based on integrity. They will not hire you if they sense from you that you’re dishonest or shady and they’ll definitely fire you if you lack integrity but NEVER have I heard that they are buying services...

What to Include in your Business Development Report

Here’s a list of measurable items that belong in a weekly business development report: 1. Number of calls/emails or companies pursued: In some instances, you are pursuing multiple individuals inside a company which may impact the number of companies pursued...