Tag Archives: business development

Redefine Listening and Reshape Business Development

I am an old dog. Learning new tricks, techniques or skill sets does not come easy. My 20-year old daughter, my wife and, I suspect, the team I am privileged to work with will all agree. But as I listened to Neil Harbisson’s TED presentation from earlier this year titled “I Listen to Colors” (a 10-minute video that will … Continue Reading

The Ultimate Business Development Question

Several years ago Fred Reichheld, among others, began working on a conversation and a system that would prompt organizations to rethink relationship with clients / customers. In his book, The Ultimate Question (now available in an updated 2.0 version), the discussion zeroes in on what the author defines as the ultimate measure of loyalty — whether … Continue Reading

The DNA Of Strategic Business Development

Labeling something as Strategic does not make it so. The presence of a plan, no matter the number of pages or accompanying detail, should not be mistaken for the existence of a strategy. Desk drawers are littered with detailed business development and marketing plans that are decidedly not strategic. (I know this from personal experience.) And even … Continue Reading

4 Keys To Better Business Development Conversations

Dialogue changes things. It connects people, seeds ideas, and is a critical thread in the fabric of relationship. And (at the risk of meddling), one reason relationships are so difficult is that genuine dialogue does not come easy. Self-interest,  the superficial and the politics of the moment serve to frame much of what passes for conversation. But … Continue Reading

Is It Time To Sing A Different Business Development Tune?

One of the interesting hooks of the reality talent-themed television series The Voice is that initial decisions shaping the vocal competition are based on judges only being able to hear contestants.  Appearance, body language, everything visual is removed from the equation. The unspoken here is that the notion of what a singer should look like … Continue Reading

A Missing Link In Business Development

In a provocative Inc. online post titled The Art of Listening Well (a great read), Eugene Raudsepp discusses one of two challenges to effective communication; we hear what we listen for. The second is closely related — Listening to Learn is in short supply. To the degree communication is about positioning, convincing, selling or converting, the … Continue Reading