As a technical consultant, your expertise lies in your ability to understand complex technical systems and find solutions to problems. You have spent years mastering your craft and building your reputation as a reliable and knowledgeable professional. However, despite your expertise, there may be one aspect of your job that you have a love-hate relationship with: business development.
Why is it that technical specialists often avoid business development? And what can we do to shift this mindset?
Why is business development such a challenge: 4 reasons
There are many reasons why technical consultants find business development such a challenge. Here are a few of the more common:
Lack of Comfort with Selling
Many technical consultants have spent years honing their skills and prefer working behind the scenes, solving technical problems. They may feel uncomfortable promoting their services and making sales pitches to potential clients. For them, the idea of putting themselves out there and trying to close a deal feels overwhelming and inauthentic.
Fear of Rejection
Rejection is a natural part of the sales process and resilience is a core requisite of any business developer. However, it can be especially difficult for specialists who are used to being valued for their technical skills. This fear of being rejected can be a major barrier to pursuing revenue growth opportunities.
Focus on Technical Skills
Technical consultants may feel that their time is better spent working on technical projects, improving their skills and building their portfolio. They may not see the value in spending time networking and developing business relationships, which can seem like a distraction from their core competencies.
Perception of Business Development as Fluff
Some technical specialists view business development as a secondary or less important aspect of their job. The need to win work is perceived to be unnecessary. Believing instead that the quality of their work sells itself. Therefore the real value of their services lies , not in their ability to promote themselves and win new business but rather in their technical abilities.
Becoming comfortable with business development
Despite these issues, work winning is an important part of any successful consulting practice. Is business development such a challenge? It shouldn’t be. Instead, think of it as a way to expand your network, build relationships, and secure new business opportunities. On a more personal level practicing purposeful business development lets you:
- Win projects that most align with your interests
- Grow an industry wide reputation
- Stop relying on others to feed you work.
Ultimately business development lets you take control of our own destiny. So, how can you overcome an aversion to business development and take your practice to the next level?
Get Out of Your Comfort Zone
Networking and business development can be uncomfortable, but it is important to challenge yourself and step out of your comfort zone. Consider attending industry events, reaching out to potential clients, and promoting your skills on social media.
Don’t think of this as selling. Instead, this is looking for ways to be of service. Helping your clients solve their problems is a noble undertaking. If you are not letting them know you are there to assist, how else will they get the help they need.
Find a Mentor
This is exactly how I started with business development. Working with a mentor who has experience in business development can be a great way to build your skills and gain confidence. They can provide guidance, support, and help you navigate the sales process.
I even shadowed, my mentor Jim, to client meetings to get an understanding of how they work. Together you can build a purposeful work winning plan to keep you focused on the right things.
If there is no mentor available you could buy my book: Business Development Begins Here. This will lead you all the way through the business development process, setting you up for success. Having a framework like the one in my book makes the whole process so much easier.
Focus on the Benefits
Instead of viewing business development as a hardship, focus on the benefits it can bring. By developing new relationships and securing new business opportunities, you can focus on your areas of interest, build your reputation, and ultimately increase your income.
A technical specialist with strong work winning skills is a force to be reckoned with. Giving you a significant edge in your career. Of course, a consultant who can win clients and provide and excellent service will be sought after in any industry.
Final Thoughts
While business development may not be the favorite aspect of a technical consultant’s job, it is a necessary component of success. By overcoming your aversion to business development, you can take your practice to the next level and achieve your personal and company growth goals.
Remember, how can you serve your customers if they don’t know you’re there.
Business Development such a challenges
If you want a more proactive approach to upskill your work winning check out my flagship course Business Development Academy. This leads you through the business development process step by step. Giving you the skills, system and processes to be more purposeful in the market place. To learn more click the button below.
Business Development such a Challenge
Are looking to begin your Business Development journey but are not quite sure where to start? Download my guide to scaling your revenues in 10 days. This gives you 10 days of achievable action to set you on the right path.
For a definition of business development you can check out my take in this post here.
For a simple yet comprehensive framework to base your business development activity around I recommend checking out my new book Business Development Begins Here. It is available to order on Amazon. Visit the link to grab your copy now.
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