{"id":2588,"date":"2023-04-28T01:45:00","date_gmt":"2023-04-27T17:45:00","guid":{"rendered":"https:\/\/tomwatkin.com\/?p=2588"},"modified":"2023-04-28T06:47:09","modified_gmt":"2023-04-27T22:47:09","slug":"business-development-a-challenge","status":"publish","type":"post","link":"https:\/\/tomwatkin.com\/?p=2588","title":{"rendered":"Why is Business Development such a Challenge for Technical Consultants?"},"content":{"rendered":"\n

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.<\/p>\n\n\n\n

Why is it that technical specialists often avoid business development? And what can we do to shift this mindset?<\/p>\n\n\n\n

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Start Getting some Wins:<\/strong> Grab Your Guide<\/strong><\/a><\/div>\n<\/div>\n\n\n\n

Why is business development such a challenge: 4 reasons<\/h2>\n\n\n\n

There are many reasons why technical consultants find business development such a challenge. Here are a few of the more common:<\/p>\n\n\n\n

Lack of Comfort with Selling<\/h3>\n\n\n\n

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.<\/p>\n\n\n\n

Fear of Rejection <\/h3>\n\n\n\n

Rejection is a natural part of the sales process and resilience is a core requisite of any business developer<\/a>. 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.<\/p>\n\n\n

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Fear of rejection can be a big business development challenge<\/figcaption><\/figure>\n<\/div>\n\n\n

Focus on Technical Skills <\/h3>\n\n\n\n

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.<\/p>\n\n\n\n

Perception of Business Development as Fluff <\/h3>\n\n\n\n

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.<\/p>\n\n\n\n

Becoming comfortable with business development<\/h2>\n\n\n\n

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:<\/p>\n\n\n\n