Business Development Playbook

A perfect example of this is selling the fact that we are an ESOP. All of us at BL understand what that means culturally, but clients (especially new clients) likely will not. It’s good to say something like “Since we are 100% employee-owned, you as a client are important to the entire company, and as a result, all of our staff of the entire company wants to ensure that our project is successful and that you are satisfied, because that success benefits all of our employee-owners.” Use your own words and phrasing, but the point is, explain the why and the how of what you’re saying will benefit the client.

Use your Leadership Development tools and training (ID Compass Point, Active Listening, etc.) to help with this.

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Business Development Playbook