Mindset

Mastering Business Development: Six Powerful Tips for Beginners

By Tom on November 10, 2023

Business development is the art of identifying and creating opportunities for growth in a company. It is a crucial function in any organization that seeks to expand its reach, increase revenue, and improve profitability. However, mastering business development requires a combination of skills, experience, and an understanding of the market. In this post, we will discuss some tips for beginners looking to master business development.

Start in Business Development: Download your guide

Develop a strong understanding of the market

To master business development, it is essential to have a strong understanding of the market. This includes knowledge of the industry, the competition, and the customers. Conducting market research and analysis can provide valuable insights that can help you identify opportunities for growth and development.

Build a network

Networking is an essential part of business development. Customers, partners, suppliers, and industry experts are all valuable contacts. Building relationships with these key stakeholders, can provide access to valuable resources, knowledge, and opportunities. Attending industry events, joining professional associations, and engaging with potential partners and customers on social media platforms can expand your network.

Develop a sales mindset

Business development involves selling products, services, and ideas. Developing a sales mindset that focuses on understanding the customer’s needs, building relationships, and closing deals is a must. Strong sales skills, including communication, negotiation, and persuasion, can help you become more effective in your business development efforts.

Developing a sales mindset focused on the customer is a core part of business development.

Focus on customer experience

Customer experience is a critical factor in business development. Providing excellent customer service, delivering high-quality products and services, and responding to customer feedback can help you build a loyal customer base and attract new customers. Understanding your customer’s needs and preferences can help you develop products and services that meet their expectations and provide a competitive advantage.

Stay up-to-date with industry trends and technology

The business environment is constantly changing, and staying up-to-date with industry trends and technology is crucial for success in business development. Attend industry conferences, read industry publications, and engage with thought leaders in your field to stay informed and identify new opportunities for growth.

Be adaptable and flexible

Business development requires adaptability and flexibility. You must be willing to adjust your strategies and tactics as the market changes and new opportunities arise. Be open to feedback, learn from your mistakes, and be willing to pivot when necessary.

Final thoughts

Mastering business development is a process that requires time, effort, and a combination of skills and experience. By focusing on the six areas above, you can become an effective business development professional driving growth and success in your organization.

Mastering business development

For more help with starting your business development journey download my quick start guide. This gives a series of simple activities to quickly get you on the right path.

For a definition of business development you can check out my take in this post here.

If you are getting value out of my weekly free content I’d ask that you consider buying my book. It’s a simple yet comprehensive framework to base your business development activity around. Full of practical advice to get you started now. It is available to order on Amazon now.

Business development and farming

Do you want a more proactive and personal approach to improving your business development skills? I help businesses and individuals learn and practice the fundamentals of work winning while keeping you accountable to future activity. To learn more click the button below.

Business Development Coaching

3 Compelling Reasons to Start Practicing Business Development Now

By Tom on November 3, 2023

Business Development (BD) is a crucial aspect of any organization’s growth and success. It involves identifying new opportunities, building strategic partnerships, and fostering relationships that drive business growth. While many professionals associate BD primarily with senior roles, the truth is that regardless of your career stage, embracing business development early on can offer significant advantages. In this post, I explore three compelling reasons why you should start practicing business development now, whether you are a junior, senior, or principal professional.

Start Now: Download your guide

Expanding your skill set

Regardless of your current position, acquiring business development skills can be immensely valuable for your career progression. BD skills encompass a wide range of competencies, including networking, negotiation, market research, and relationship building. By actively engaging in BD practices, you can broaden your skill set, becoming a more well-rounded professional.

As a junior professional, learning BD early on can help you stand out from your peers and position yourself as a versatile asset within your organization. You will gain the ability to identify potential business opportunities, nurture client relationships, and contribute to revenue growth. These skills can significantly accelerate your career advancement.

For senior and principal professionals, business development skills become even more critical. By honing your ability to identify emerging trends, forge partnerships, and create new business models, you can spearhead your organization’s expansion efforts. Embracing BD at this stage allows you to transition from solely executing tasks to taking a more strategic and leadership-oriented role.

Building a robust professional network

Networking is a key component of effective business development. Starting early in your career gives you a head start in cultivating a diverse and extensive professional network, which can open doors to numerous opportunities.

When you are new to the workforce, networking can help you connect with experienced mentors and industry influencers who can provide guidance and support. By attending conferences, industry events, and joining relevant professional communities, you can establish valuable connections that may lead to job opportunities or collaborative projects.

Later in your career, a well-established network becomes an invaluable asset. This enables you to tap into various industry sectors, collaborate with influential stakeholders, and access a wide range of resources. Through strategic relationship-building efforts, you can identify potential business partners, secure funding, and generate referrals, all of which are crucial for sustained business growth.

Use business development to drive innovation

Driving innovation and business growth

Business development is not only about maintaining existing relationships but also about driving innovation and fueling business growth. By practicing BD, you can actively seek out new opportunities, identify emerging markets, and develop creative strategies that propel your organization forward.

Early on, your fresh perspective and enthusiasm can contribute to identifying untapped markets, emerging trends, or innovative solutions. Embracing business development early in your career allows you to make a direct impact on your organization’s growth trajectory and distinguish yourself as a valuable asset.

Once you reach senior and principal level, business development serves as a catalyst for innovation and expansion. By leveraging your experience and market insights, you can lead your organization’s efforts in exploring new markets, expanding product/service offerings, and entering strategic partnerships. Practicing BD empowers you to think strategically, envision growth opportunities, and guide your organization towards sustainable success.

Final thoughts

Regardless of your career stage, starting to practice business development early on offers tangible benefits. From expanding your skill set and building a robust professional network to driving innovation and business growth, the advantages are numerous. By proactively embracing business development practices, you position yourself for long-term success and become a versatile professional capable of creating and seizing opportunities. So, start practicing business development now and unlock your full potential in the dynamic world of business.

Start practicing business development now

For more help with starting your business development journey download my quick start guide. This gives a series of simple activities to quickly get you on the right path.

For a definition of business development you can check out my take in this post here.

Business development and farming

Business Development Coaching

Successful Business Development: Mastering Your Daily Routine

By Tom on October 27, 2023

Next to purpose, consistency is one of the most important aspects of the successful business developer. One crucial aspect of this journey is mastering a daily business development routine, where you actively engage with your customers, stay aligned with your goals, and maintain a consistent rhythm of progress. In this post, I explore how to create a daily business development routine that can elevate your company’s success. Let’s dive in.

Start Your Routine Now: Download your guide here

Schedule time every morning

Your customers are the lifeblood of your business. Regularly connecting with them not only strengthens your relationships but also keeps you informed about their evolving needs and preferences. The best way to accomplish this is by dedicating a specific time each morning to reach out to your customers.

Start Your Day with Customer Engagement: Consider setting aside the first 30 minutes or hour of your workday for customer-related activities. This could include sending personalized emails, making follow-up calls, or even hosting virtual meetings. The key is to prioritize these interactions and make them a non-negotiable part of your daily routine.

Use Management Tools: Using a Tactical Action Plan (TAP) or Customer Relationship Management (CRM) software can be a valuable asset in this endeavor. These systems help you organize customer data, track interactions, and automate tasks, making it easier to manage your customer relationships efficiently. They also give you a prompt on who you should be contacting next. Effectively taking away the micro-decision making and letting you get straight into the action.

By consistently reaching out to your customers, you not only maintain their trust but also gain valuable insights that can inform your strategic decisions.

Set time aside every morning for your daily business development routine

Keep activity focused

Every successful daily business development routine should be grounded in a well-thought-out operational business development plan. This plan outlines your short-term and long-term objectives, target markets, and the specific activities required to achieve your goals. To ensure your daily business development routine is effective, it’s essential to stay aligned with this plan.

Prioritize Tasks: Review your operational plan regularly, identifying the most critical tasks needing attention. These might include lead generation, market research, product development, or marketing campaigns. By focusing on these priorities, you ensure that your daily efforts contribute directly to your business’s growth.

Set SMART Goals: Within your operational plan, establish Specific, Measurable, Achievable, Relevant, and Time-bound (SMART) goals for each day. These goals should guide your daily activities and help you track progress effectively.

Consistency is key

One of the most significant mistakes in business development is conducting frantic sporadic efforts. Irregular bursts of activity might provide short-term results, but they often lead to burnout and inconsistency. Instead, prioritizing daily consistency in your business development routine will yield long-term success.

Short Daily Action Matters: Consistent, focused daily action, even if it’s just for a short period, can yield remarkable results over time. It’s better to spend 30 minutes every day engaging with customers or working on high-priority tasks than to have occasional marathon work sessions that leave you exhausted.

Build a Habit: Forming a daily business development routine is about creating a habit. Start small, with a manageable amount of daily work, and gradually increase it as you become more comfortable with the routine. Over time, it will become second nature.

Final thoughts on building a daily business development routine

I hope you agree, mastering daily business development is crucial for sustainable growth and success. By following these three principles, you can create a routine that ensures you stay connected with your customers, align your activities with your strategic goals, and maintain the consistency needed for long-term success. Remember, start small, but make it a daily habit, and you’ll be on the path to achieving purposeful, consistent and long-term business growth.

daily business development routine

For more help with starting your business development journey download my quick start guide. This gives a series of simple activities to quickly get you on the right path.

For a definition of business development you can check out my take in this post here.

Business development and farming

Do want a more proactive and personal approach to improving your business development skills? I help businesses and individuals learn and practice the fundamentals of work winning while keeping you accountable to future activity. To learn more click the button below.

Business Development Coaching

Why Farming and Business Development Share the Same Unique Perspective

By Tom on September 8, 2023

“You reap what you sow!” This age-old adage holds significant truth in various aspects of life, including the practice of business development. While it may seem unlikely, there are remarkable parallels between the world of farming and the realm of business development. In this post, we explore these similarities. Shedding light on how farming principles can provide valuable insights for successful long term work winning. From the importance of relationships to developing trust, let’s uncover why these two seemingly distinct domains share a unique perspective.

Begin purposeful business development: Grab Your Guide

You Reap What You Sow

Just as farmers carefully select and sow seeds, business developers must strategically plant the seeds of their ideas and efforts. The success of a harvest depends on several factors, including the quality of seeds, the care given to the crops, and external circumstances like weather conditions. Additionally, you don’t see the results of these efforts for many months.

Similarly, in business development, the results you achieve are a direct consequence of the time, effort, and thoughtfulness invested in nurturing relationships, identifying opportunities, and delivering value. Again, you often don’t see the benefits from this effort for months, or in some cases years.

Relationships are Everything

Both farming and business development thrive on relationships. Farmers build relationships with suppliers, buyers, and fellow farmers to share knowledge, resources, and support. Likewise, business developers establish connections with clients, partners, and stakeholders to foster collaboration, generate leads, and drive growth. By recognizing the significance of relationships, both farmers and business developers can create mutually beneficial networks that contribute to long-term success.

Developing Meaningful Relationships Takes Time

Just as crops require time to grow and mature, cultivating meaningful relationships in business development is a patient and continuous process. Farmers understand that crops cannot be rushed or forced to yield results prematurely. Similarly, building trust, rapport, and understanding with potential clients or partners cannot be expedited. Authentic connections take time to develop, and investing the necessary effort in nurturing relationships pays off in the long run.

Work winning, like farming, takes long term effort

Trust is Easily Broken

In farming, the harvest can be ruined by external factors such as unfavorable weather conditions, pests, or disease. Similarly, in business development, trust can be fragile and easily broken. A single misstep, a breach of confidentiality, or a failure to meet expectations can erode trust with clients or partners. Just as farmers work tirelessly to protect their crops from threats, business developers must take proactive steps in safeguarding trust through transparency, consistent communication, and ethical practices.

Final Thoughts

Farming and business development may seem worlds apart, but upon closer examination, they share fundamental principles contributing to success. Just as farmers understand the importance of sowing quality seeds, nurturing crops, and building relationships, business developers can gain valuable insights from these practices. Embracing the parallels between farming and business development can lead to a more holistic approach, emphasizing the significance of long term relationships and trust. So, whether you’re tending to crops or cultivating business opportunities, remember that you reap what you sow.

Farming and business development

For more help with starting your business development journey download my quick start guide. This gives a series of simple activities to quickly set you on the right path in only 10 days.

For a definition of business development you can check out my take in this post here.

If you are getting value out of my weekly free content I’d ask that you consider buying my new book. It’s a simple yet comprehensive framework to base your business development activity around and full of practical application to get you started now. It is available to order on Amazon now.

Business development and farming

If you want a more proactive and personal approach to your business development I am available to help. Through face to face video calls I’ll set you on the right path and keep you accountable to future activity. I currently have space on my 1on1 personalized coaching program, or you can sign up to my flagship course. To learn more click the button below.

Business Development Coaching

Breaking Free from Mental Blocks: Empowering Your Business Growth

By Tom on June 30, 2023

Business growth is an exciting and challenging endeavour. When thinking about potential challenges most consider external obstacles such as customer sentiment, market competition, and regulatory compliance. However, there are also mental roadblocks that can hinder business development. In this post, I explore some common mental roadblocks that business developers face, including fear, lack of connections, skill set challenges, and not having the perfect offering. Additionally l discuss strategies to overcome these challenges to help you thrive in business development.

Fear: the paralyzing barrier

Fear is a natural human emotion, but it can be a significant mental roadblock to business growth. Failure, of the unknown, taking risks, and in particular rejection are all fears that can paralyze would be business developers. This fear often keeps us stuck in our comfort zones hindering the pursuit of new opportunities.

To overcome fear, it’s essential to acknowledge and understand the root causes. Identify the specific fears holding you back and challenge their validity. Ask yourself, “What’s the worst that could happen?” and “What’s the best that could happen?”. This helps you gain perspective and develop a more rational approach. Of course, developing a growth mindset, where failure is seen as a learning opportunity rather than defeat, can help shift your perspective and enable you to take calculated risks.

Don’t let fear stall your business growth

Lack of connections: breaking down the barriers

Obviously, building a network of connections is crucial for business growth. But it can be a significant mental roadblock for those of us without an extensive network. Networking requires time, effort, and social skills, which may not come naturally. Business developers who feel isolated or disconnected may struggle to establish relationships with potential customers, influencers, or stakeholders.

Overcoming a lack of connections takes real effort. It requires consistency and proactivity to build your network with purpose. Start by identifying your target market or industry and seek out relevant networking events, industry conferences, and online communities. Join professional associations or networking groups related to your business domain. Utilizing social media platforms daily to connect with like-minded professionals and build relationships helps you reach much further than your immediate location. Remember, networking is a two-way street, so be sure to offer value to others by sharing your knowledge, expertise, and resources.

Skill set challenges: acquiring the right tools

Mental roadblocks can plague a business developer if they feel inadequate or lack the skills to develop their business. Business development requires a diverse skill set, including sales, marketing, finance, leadership, and strategic planning. Those who lack expertise in these areas may have a tendency to feel overwhelmed and unsure about how to proceed.

To overcome these skill set challenges, it’s important to assess your strengths and weaknesses objectively. Identify those skills critical for your work winning and seek ways to acquire or improve them. This includes taking courses, attending workshops, reading relevant books, and seeking mentorship from experts. The latter do not necessarily have to be part of your industry. Don’t be afraid to ask for help or delegate tasks that are outside your skill set. Remember, continuous learning and improvement are essential for both personal and professional growth.

The search for perfection can stifle your business growth

Not having the perfect offering: overcoming the perfection trap

A common struggle felt by both new and well practiced business developers is the feeling that their product or service is not perfect or that they are not offering something unique to the market. Unfortunately, this quest for perfection can be paralyzing preventing professionals from taking action to grow their business. I have absolutely struggled with this one.

Good practice is to shift your mindset from perfection to progress. Remember that no business or product is ever perfect. Iteration is a natural part of the development process. Focus on launching a minimum viable product or a prototype and gather feedback from customers to make improvements. If you are new in a business development role actively seeking customer feedback is a great place to start. Then you can tailor your offering to customer needs.

Final thoughts

I’ve definitely experienced all of these business growth mental roadblocks at different stages of my career. Identifying and understanding are the first steps to overcoming them. Have you experienced any of these? Are you experiencing them now? If you feel overwhelmed with the work winning side of your role feel free to drop me a line, I’m happy to help you start getting your ducks in a line.

Business Growth

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 Academy

Coaching

As we know, you are not born with business development skills. They must be learned. What better place to start than by downloading my fast business development guide below. This gives a list of actions and activities to set you on the right path right now.

If you’re asking what is business development? My definition can be found here.

If you are enjoying my free conent and want to get more in depth I would ask you to consider buying a copy of my new book Business Development Begins Here. It is available to order on Amazon. Visit the link to reserve your copy now.

Why is Business Development such a Challenge for Technical Consultants?

By Tom on April 28, 2023

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?

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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.

Getting out of your comfort zone leads to personal growth.

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

Business Development Academy

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.

Do Not Make this Work Winning Mistake

By Tom on March 3, 2023

What is the most common mistake made by business developers? It’s simply not spending enough time undertaking work winning activity.

At best the professional concentrates on activity that doesn’t bring in revenue. At worst they sit at their desks twiddling their thumbs waiting for the phone to ring or emails to appear. The concept of the sales funnel is forgotten. Conducting daily action to uncover opportunity and keep customers engaged is a foreign concept.

How can this be?

Live Business Development Workshop: 9 March!!

A Real Example of this Work Winning Mistake

A few years ago I had a colleague who was a gun at selling. Work winning activity was a real joy. As such, he was proactive, did deep dives into his product offering and had boundless enthusiasm when it came to solving his customer problems. Catching up with him shortly after joining a new company it was really surprising to hear that he was disappointed with his new role.

Asking him what had gone wrong, he explained that the work winning process involved waiting for the phone to ring. The sales team of six simply sat a their desks and waited. No one had laid out an objective, there was no sales plan and absolutely no systematic process for reaching customers.

Waiting for the phone to ring will lead to under performance and frustration!

Instead, each salesperson hoped that their phone would ring enough times for them to meet their targets that year. Can you imagine leaving your end of year performance bonus to chance alone?

Adding insult to injury, my colleague tried to implement customer meetings, systematic sales calls, and market stakeholder discussions, meeting derision from co-workers and leadership alike.

Of course he soon left.

Why work for a company that doesn’t appreciate or promote proactivity.

Imagine what that company could do if the sales team of six people were proactively pursuing customers and opportunity. Seeing a doubling or tripling of their sales revenue is not a stretch.

Understanding the Sales Funnel

One way to avoid this inactivity is to keep the concept of the Sales Funnel front of mind. As we all know an organism can only survive if it is fed regularly. A business is no different, requiring a steady input of cash to maintain viability. It is the role of the business developer to keep a steady stream of opportunities, leads, quotes and sales flowing into the company. Of course, the best way visualize this is the concept of a Sales Funnel.

Fundamentally, the funnel comprises the stages of effort required to get a sale. Imagine this funnel with your marketing leads (digital advertising, face-to-face meetings and social media activity) pouring into the top. Only some leads will be genuinely interested in your company offering, becoming opportunities for a sale. In turn, a few of these opportunities will develop into sales bringing much needed revenue through the door.

Consequently the opportunity for revenue reduces from the top to the bottom of the funnel. See the figure below for a model of the simple Sales Funnel model.

Obviously, if the volume of leads entering the top of the funnel reduces even a little, the knock-on effect to revenue generation will be catastrophic.

Avoid the Mistake: Take Daily Activity

How to avoid this common work winning mistake? Simple. Take daily action. If business development is your core role this should be straightforward. Set aside time every day to contact your existing and prospective customers. Make sure to meet with them face to face if possible building rapport with as many as possible. This is crucial, and I explore ways to become more customer centric it in my previous blog post here.

What if business development is only part of your role? Many consultants are tasked with both winning and doing the work. Unfortunately most of their billable time is spent on the latter. More often consulting companies make it difficult for their staff to place enough focus on the business development effort. If you find yourself in this situation don’t despair. Instead, setting aside half an hour a day to contact and meet your customers really pays dividends. Keeping your hand in the market daily in this way keeps you amongst the cusotmers, receiving feedback and uncovering opportunities.

What is the Alternative to Daily Action?

No sales!!

Without taking daily action in the market the top of your sales funnel will dwindle and revenue opportunities dry up.

In addition to uncovering opportunities daily action allows you to form a strong industry wide reputation for your particular skillset. Getting out into the market reminds people what you and your company do, reinforcing your recognition. Over time customers will start seeking you out.

But never fall into the trap of waiting for the phone to ring.

Work Winning Mistake

My first live workshop lands on 9th March. If you want to kickstart your business development, I lead you through a series of activities to get you Assessing your customers, Aiming your effort by creating a Tactical Action Plan and then taking daily Action with your existing customers. Would love to see you there!

Live Business Development Workshop: 9 March!!

Business Development

Are looking to begin your Business Development journey but are not quite sure where to start? First you can learn more about how I define business development here. Then download my quick start guide to business development. This gives the go-to list of actions and activities to set you on the right path straight away.

If you are enjoying the free content I provide on this blog why not consider buying a copy of my latest book. It contains a simple yet comprehensive framework to base your business development activity around and is available to order on Amazon.

If you want a more proactive and personal approach to your business development I am available to help. Through in person meetings or face to face video calls I’ll set you on the right path and keep you accountable to future activity. I currently have space for two more participants on my 1on1 personalized coaching program. To learn more click the button below.

Business Development Coaching

Avoid Being an Order Taker

By Tom on January 14, 2022

I had a colleague a few years ago who was a real hero when it came to selling. He was proactive, did deep dives into his product offering and had real enthusiasm when it came to solving his customer problems. I caught up with him shortly after he had joined a new company. Expecting him to be kicking goals left and right, I was surprised to hear that he was extremely disappointed with his new role. When I asked him what had gone wrong, he explained that the sales team of six people did nothing except sit by the phone waiting for it to ring. There was no objective, no sales plan and absolutely no systematic process for reaching customers. Each salesperson hoped that their phone would ring enough times for them to meet their targets that year. To add insult to injury when my colleague tried to implement customer meetings, systematic sales calls, and market stakeholder discussions, he was met with derision from co-workers and leadership alike. Not long after we spoke, he told me he’d found another company that aligned more closely with the ethos of a Growth Driven Business Developer, and he’s resumed his goal kicking.

Order Taker or Order Maker

This story highlights the difference between an Order Taker and an Order Maker. An Order Taker sits at their desk, turns on their computer and waits for the sales to roll in. They are purely reactive and at the whims of the customer. They live or die by what others do.

However, an Order Maker, takes charge of their own destiny. They understand their product, assesses their market, aim their focus in the right direction and concentrate on systematic action to reach out and bring the customer to them. They champion their product or service at every turn.

Which would you rather be?

Call to Action

Reflect on the way that you pursue customers? Are you waiting for an email to arrive from an eager customer or are you going into the market to reel those customers in? We will be discussing ways to become more proactive in future posts.

Daniel Pink has a great example of an order taker in his book To Sell is Human. I strongly advise you check it out.

Check out our post on the concept of Sales Funnel, an essential tool for every Order Maker, here.

Mindset

Develop a strong understanding of the market

Build a network

Develop a sales mindset

Focus on customer experience

Stay up-to-date with industry trends and technology

Be adaptable and flexible

Final thoughts

Expanding your skill set

Building a robust professional network

Driving innovation and business growth

Final thoughts

Schedule time every morning

Keep activity focused

Consistency is key

Final thoughts on building a daily business development routine

You Reap What You Sow

Relationships are Everything

Developing Meaningful Relationships Takes Time

Trust is Easily Broken

Final Thoughts

Fear: the paralyzing barrier

Lack of connections: breaking down the barriers

Skill set challenges: acquiring the right tools

Not having the perfect offering: overcoming the perfection trap

Final thoughts

Coaching

Why is business development such a challenge: 4 reasons

Lack of Comfort with Selling

Fear of Rejection

Focus on Technical Skills

Perception of Business Development as Fluff

Becoming comfortable with business development

Get Out of Your Comfort Zone

Find a Mentor

Focus on the Benefits

Final Thoughts

A Real Example of this Work Winning Mistake

Understanding the Sales Funnel

Avoid the Mistake: Take Daily Activity

What is the Alternative to Daily Action?

Order Taker or Order Maker

Call to Action

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