{"id":2517,"date":"2023-05-12T01:47:00","date_gmt":"2023-05-11T17:47:00","guid":{"rendered":"https:\/\/tomwatkin.com\/?p=2517"},"modified":"2023-05-12T06:46:48","modified_gmt":"2023-05-11T22:46:48","slug":"resilience-and-business-development","status":"publish","type":"post","link":"https:\/\/tomwatkin.com\/?p=2517","title":{"rendered":"The Connection Between Resilience and Successful Business Development"},"content":{"rendered":"\n<p>I was recently asked what I thought was the <a href=\"https:\/\/tomwatkin.com\/?p=187\">most important attribute<\/a> for business development. Of course I immediately answered <strong>resilience<\/strong>.  Resilience is critical for many roles, particularly those related to leadership and client relationships. Both of these role types are centered around the chaos of people interactions. <\/p>\n\n\n\n<p>I believe business development is in essence a leadership role and of course it centers on customer relationships and interactions. Also, by it&#8217;s very nature work winning is chaotic. The business developer needs to thrive in this chaos. Therefore, to my mind, resilience is crucial.<\/p>\n\n\n\n<div class=\"wp-block-buttons is-layout-flex wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button aligncenter is-style-fill\"><a class=\"wp-block-button__link has-vivid-red-background-color has-background wp-element-button\" href=\"https:\/\/tomwatkin.com\/?page_id=2365\" style=\"border-radius:5px\"><strong>Get started with business development:<\/strong> <strong>Grab Your Guide<\/strong><\/a><\/div>\n<\/div>\n\n\n\n<h2 class=\"wp-block-heading\">What is resilience? <\/h2>\n\n\n\n<p> The Oxford dictionary defines resilience as: \u200b<strong>the ability of people or things to recover quickly after something unpleasant, such as shock, injury, etc<\/strong>. <\/p>\n\n\n\n<p>It&#8217;s all about the recovery, both mental and physical. Of course in the case of business development we are mostly focused on the mental side of things. But physical can also play a role. After a grueling, tiring day how quickly are you ready to get back out in front of your customer base?<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Resilience and business development<\/h2>\n\n\n\n<p>As a business developer your goal is to increase the revenue entering your business. To do so needs regular contact with customers both existing and prospective.  <a href=\"https:\/\/tomwatkin.com\/?p=149\">Remember the sales funnel<\/a>. Consistent effort is required in developing your market to maintain revenue growth.  <\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full\"><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" width=\"408\" height=\"354\" src=\"https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2022\/10\/Tom-Watkin-02-01-small.jpg?resize=408%2C354&#038;ssl=1\" alt=\"\" class=\"wp-image-2929\" srcset=\"https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2022\/10\/Tom-Watkin-02-01-small.jpg?w=408&amp;ssl=1 408w, https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2022\/10\/Tom-Watkin-02-01-small.jpg?resize=300%2C260&amp;ssl=1 300w\" sizes=\"auto, (max-width: 408px) 100vw, 408px\" \/><figcaption class=\"wp-element-caption\">Remember your sales funnel<\/figcaption><\/figure>\n<\/div>\n\n\n<p>Perseverance is key. You cant give up. Continual effort and activity is essential. This is where the resilience of the business developer comes into play.<\/p>\n\n\n\n<p>Have a think about how you react to the following:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Customers don&#8217;t respond to emails<\/li>\n\n\n\n<li>Rude or aggressive responses<\/li>\n\n\n\n<li>Customers telling you that they like your competitor better<\/li>\n\n\n\n<li>Revenues aren&#8217;t increasing as fast as you would like<\/li>\n<\/ul>\n\n\n\n<p>Do you tend to take these sorts of situations personally? I know I did. When a customer refused to engage with me I&#8217;d take it as a personal slight. I&#8217;d spend lots of time trying to work out what I had done wrong and worrying about it all. <\/p>\n\n\n\n<p>Over time I&#8217;ve come to realise that it isn&#8217;t personal. Our customers have busy lives and they don&#8217;t care whether you&#8217;ve sent them an email or not. If you can help them solve a problem or add value at that particular moment in time they will respond. If you cant they wont. Simple. <\/p>\n\n\n\n<p>If you are resilient you take a note of those that don&#8217;t respond and loop back at a later time. Or look for a different contact at that company. Alternatively think of other ways to add value to that customer. <\/p>\n\n\n\n<p>A lack of resilience results in customers being approached only once. When they don&#8217;t respond the business developer gives up. Resulting in a race to the bottom as the prospective customer base shrinks after every interaction.<\/p>\n\n\n\n<p>Building your resilience around lack of customer engagement is really a core part of any practitioner of business development.<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full is-resized\"><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" src=\"https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2023\/03\/n-i-f-t-y-a-r-t-9HnSQn4TVEg-unsplash.jpg?resize=443%2C332&#038;ssl=1\" alt=\"\" class=\"wp-image-3920\" width=\"443\" height=\"332\" srcset=\"https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2023\/03\/n-i-f-t-y-a-r-t-9HnSQn4TVEg-unsplash.jpg?w=591&amp;ssl=1 591w, https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2023\/03\/n-i-f-t-y-a-r-t-9HnSQn4TVEg-unsplash.jpg?resize=300%2C225&amp;ssl=1 300w\" sizes=\"auto, (max-width: 443px) 100vw, 443px\" \/><figcaption class=\"wp-element-caption\">Strengthen your shield &#8211; improve your resilience<\/figcaption><\/figure>\n<\/div>\n\n\n<h2 class=\"wp-block-heading\">How to improve your resilience in business development<\/h2>\n\n\n\n<p>Now that we know the importance of resilience to business development it&#8217;s time to think about how to improve it. This <a href=\"https:\/\/hbr.org\/2016\/06\/627-building-resilience-ic-5-ways-to-build-your-personal-resilience-at-work\">article from the Harvard Business Review<\/a> gives some excellent advice on building resilience at work. It suggests practicing mindfulness, compartmentalize your cognitive load, take detachment breaks and develop mental agility.<\/p>\n\n\n\n<p>I&#8217;d like to add to that list from the business development perspective.<\/p>\n\n\n\n<p><a href=\"https:\/\/tomwatkin.com\/?p=1447\">Develop systems <\/a>and processes around your business development. Having a system for developing your market takes the emotion out of your decision making. For example your system tells you to contact customer X. Having done so you also know to set a follow up time into your calendar and plan. If they don&#8217;t respond it&#8217;s no problem. Follow the process and keep on moving.<\/p>\n\n\n\n<p>Maintaining a business development routine also helps foster your resilience. Knowing that you&#8217;ve got work winning activities booked at the same time every day really helps. Regardless of whether you won the last opportunity or not, having the daily habit of working on revenue growth stops you dwelling on the negative. <\/p>\n\n\n\n<p>Taking control and being proactive also builds resilience. Yes you will take some knocks, lose opportunities and customers. But continually seeking out new opportunities and new ways into customer organizations keeps you busy and focused on the future positives rather than the pothole you&#8217;ve just hit. Having systems and a routine will also help with this.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">Final thoughts<\/h2>\n\n\n\n<p>Resilience is definitely a core attribute of any business developer. If you think you need to work on your resilience make sure to develop systems and routines around your work winning activity. Also try reading more around the subject see if there are other techniques you can include in your day to day. <\/p>\n\n\n\n<p>Having seen Ben Pronk present his thoughts on resilience I&#8217;ve begun reading his book The <a href=\"https:\/\/resilienceshield.com\/\">Resilience Shield<\/a> and it gives some excellent insight. I&#8217;ll post a review on how it relates to this topic once I have finished it. Highly recommend checking it out.<\/p>\n\n\n\n<p>  <\/p>\n\n\n\n<p>Are you looking to begin your Business Development journey but are not quite sure where to start? Download my quick start guide to business development. This gives a series of simple activities to quickly set you on the right path in only 10 days.<\/p>\n\n\n\n\n\n<p>For a definition of business development you can check out <a href=\"https:\/\/tomwatkin.com\/?p=2522\">my take in this post here<\/a>.<\/p>\n\n\n\n<p>If you are getting value out of my weekly free content I&#8217;d ask that you consider buying my new book. It&#8217;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 <a href=\"https:\/\/www.amazon.com\/Business-Development-Begins-Here-Watkin\/dp\/1646637844\/ref=sr_1_1?crid=3ATJBL5WCKGU3&amp;keywords=Business+Development+Begins+Here+by+Tom+Watkin&amp;qid=1659968722&amp;s=books&amp;sprefix=business+development+begins+here+by+tom+watkin%2Cstripbooks%2C49&amp;sr=1-1\">Amazon<\/a> now.<\/p>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full is-resized\"><a href=\"https:\/\/www.amazon.com\/Business-Development-Begins-Here-Watkin\/dp\/1646637844\/ref=sr_1_1?crid=3ATJBL5WCKGU3&amp;keywords=Business+Development+Begins+Here+by+Tom+Watkin&amp;qid=1659968722&amp;s=books&amp;sprefix=business+development+begins+here+by+tom+watkin%2Cstripbooks%2C49&amp;sr=1-1\"><img data-recalc-dims=\"1\" loading=\"lazy\" decoding=\"async\" src=\"https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2022\/09\/mockup-of-a-paperback-book-on-a-dark-color-metal-surface-3416-el1_small.jpg?resize=470%2C314&#038;ssl=1\" alt=\"\" class=\"wp-image-2616\" width=\"470\" height=\"314\" srcset=\"https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2022\/09\/mockup-of-a-paperback-book-on-a-dark-color-metal-surface-3416-el1_small.jpg?w=626&amp;ssl=1 626w, https:\/\/i0.wp.com\/tomwatkin.com\/wp-content\/uploads\/2022\/09\/mockup-of-a-paperback-book-on-a-dark-color-metal-surface-3416-el1_small.jpg?resize=300%2C200&amp;ssl=1 300w\" sizes=\"auto, (max-width: 470px) 100vw, 470px\" \/><\/a><figcaption class=\"wp-element-caption\">Order your copy now!<\/figcaption><\/figure>\n<\/div>\n\n\n<p class=\"has-white-color has-text-color\">N<\/p>\n\n\n\n<p>If you want a more proactive and personal approach to your business development I am available to help. Through face to face conversations I&#8217;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.<\/p>\n\n\n\n<div class=\"wp-block-buttons is-content-justification-center is-layout-flex wp-container-core-buttons-is-layout-16018d1d wp-block-buttons-is-layout-flex\">\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link has-vivid-red-background-color has-background wp-element-button\" href=\"https:\/\/tomwatkin.com\/?page_id=1807\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>Business Development Coaching<\/strong><\/a><\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>I was recently asked what I thought was the most important attribute for business development. Of course I immediately answered &hellip; <\/p>\n<p class=\"more-link-wrap\"><a href=\"https:\/\/tomwatkin.com\/?p=2517\" class=\"more-link\">MORE +<\/a><\/p>\n","protected":false},"author":1,"featured_media":3917,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"nf_dc_page":"","_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[1],"tags":[25,10,3],"class_list":["post-2517","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized","tag-assess-phase","tag-attributes","tag-business-development","featured-image-below","featured-image-size-"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>The Connection Between Resilience and Successful Business Development<\/title>\n<meta name=\"description\" content=\"I believe resilience is critical to achieve successful business development. 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