October 2017


Growing smart is all about fishing. To land the most fish we must first understand the difference between SELLING, BUSINESS DEVELOPMENT and MARKETING. These terms are commonly used interchangeably, but actually represent very different things. SELLING: Traditional sales models are based on a transactional approach. You bait the hook, cast the line, wait, maybe say a prayer[…]

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Recently I was in Washington, D.C. to meet with an attorney at a prominent national firm. When I stepped off the elevator I felt as though I was in a pristine contemporary art museum. I entered an enormous lobby that was probably about 5,000 square feet. The only thing occupying the space was a small receptionist’s desk and an[…]

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How much has your organization spent on business development/marketing/growth initiatives so far this year? a) Huh? I dunno… b) Too much! c) Probably about…umm…maybe $50,000. No, maybe $75,000. Wait, lemme think… d) We don’t track these expenses, we just spend as we need to. If any of these responses sound familiar (don’t worry, no one is judging) it’s time[…]

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Often clients invite me to work with the “rising stars” within their ranks. I have had the distinct pleasure of leading many individual and group workshops focusing on improving the business development capabilities of future leaders. No matter how successful these sessions are, if the current leadership has not primed the foundation for growth, opportunities[…]

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That business lunch you had today, what was your return on investment? What’s the investment? Well, there’s the tab, time to arrange the meeting and time away from work (productivity cost). If you have not adequately prepared for this business meal your ROI will likely be flimsy, at best. Maybe you’ll add a new contact[…]

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Those who are successful at the networking game know that it’s not about selling yourself. It’s about providing value to others. I’ve often spoken about the importance of curating one’s network instead of collectingit. This simply means cultivating relationships that are not only useful to the curator, but valuable to others as well. The ideal network is one[…]

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Recently I landed on a website belonging to a coach whose practice focuses on helping Millennials to live their “best lives”. It featured a photo of her, laughing for the camera, presumably living her “best life”. The site claimed that visitors were in the right place if they were “struggling to feel happy and fulfilled[…]

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The other day I stumbled upon a training video created by a guy who advertises himself as a “business development expert”. The video featured said expert sitting down with a woman who agreed to appear as the business owner-decision maker in this role play scenario. As a survivor of many role playing videos that were[…]

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