Business Development Playbook

WISDOM FROM BL’S BD EXPERTS

We asked this group of business developers to provide their input and expertise on a number of topics related to their secrets to success, navigating BD during the pandemic, and how to cold call. There’s a wealth of information here! Read at your leisure and understand that business development strategies will vary depending on the person -- you can alter your approach based upon what resonates with you.

Business development

strategies will vary person-by- person.

WHAT’S YOUR TRADE SECRET?

Persistence and ability to drive strategy and actions to realize longer term opportunities, including breaking in with larger clients. Forming a strong relationship with the Client based on expertise, honesty and humor. I try to be friendly and knowledgeable to everyone i interact with on a project. Client, peer review engineer, town staff, contractors. Not being an a**hole goes a long way. I also try to be as responsive as possible so I am not the one holding anything up. Personality is my trade secret. It’s important to make sure the client knows you are a person and not a robot. Be authentic and be yourself. Consistency and follow through. You can’t be afraid to hear someone say no.

Care about their project/business as much as they do – let them feel your passion and show them that you understand THEIR needs. Try to stay in touch even when not pursuing a specific opportunity. Always ask new contacts how you can help them out (i.e. ask: who do you want to meet? Is there anything I can do to help you...?). Show your interest in helping them, and they will value and trust you. Be yourself! Be genuine, warm and enthusiastic. Collaboration. People want to work with those they enjoy working with. Knowledge of the products I sell, ability to strike up conversation, sense of humor.

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Business Development Playbook