Business Development is a Contact Sport

24 Tips

You CAN change your habits

Not Old – just the Voice of Experience

Develop Listening as Key Competence

1

Pay specific attention to your ‘listen’

Listening is #1 competitive advantage for individuals and organization (Peters) People listen to prepare to reply, not to understand (Covey) Be a parrot (some Fashion mag) – reflective listening

Practice Random Acts of Kindness

2

Actions trump Words

Show your values by what you do rather than what you say

Build a culture that cares

Put Failure in its Place

3

Ditch the Shame

• Chart on failure from hbr

Habit 4 – Learn to connect the dots

• Patterns not always apparent

• it

4

Pattern not always apparent

Always Add Value 5

Value is not always about $$$$

Sell Less to Sell More

6

Get Personal

7

Keep it brief

8

Learn to Pitch

Be Patiently Persistent 9

Patience is a Skill

Pick up the phone

10

Make the Feared Cold Call

Be There 11

Ask questions

12

Coaching…

Know what you want to know

Know Your Place

13

Don’t Eat Alone

Networking events are to meet new people

– or to re-visit

14

15

Work on your Relationships

Learn to Share, to Play Nice

Create a Process

16

Capture info, write it down, develop a process

Always have a Plan B…and C

17

Grow your network

18

Any friend of yours is a friend of mine

Ruthlessly Re-Educate

19

How people see us

Use Appropriate Tools

20

Death by Powerpoint

Knock again

21

22

Staggering is OK

23

Learn to Piggyback 24

Questions? Comments!