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!