From my associate Janice Giannini.

Many texts address the characteristics/qualities needed for successful Business Development strategies and plans. Many more address the same topic of increasing sales.

There may be a few root causes shared by all humans that drive limited success or failure and, therefore, could also drive tremendous success if effectively addressed.

I invite you to consider a few ideas:

• The authenticity of the engagement when meeting with people
• Quality of the relationship on a personal level
• Fear of Rejection and how it impacts behavior
• Fear of Success and how that affects behavior

Ponder the potential behavioral impact:

• If the engagement objectives need clarification, is someone more or less likely to be comfortable and confident to engage in a fulsome dialogue?
• If the business does not care equally about the success of the “buyer” and their own, will the “buyers” even want to do business with you?
• With little mutual respect and trust, will both sides be able to investigate opportunities effectively?
• If the leadership at any level is afraid of rejection, what business growth or cross-selling opportunities are left on the table because the topics never arise?
• If leadership at any level is afraid of success, what opportunities are never even entertained?

Acknowledge realities:

• Identify the behavioral impacts that apply to you. Remember, you don’t need to share with anybody; feel free to be objective.
• How many impacts could apply to the last handful of ideas or deals that went nowhere?
• Are you willing to reflect upon how you might rescript these ideas/deals that went nowhere and take action to realize the next big idea/deal?

What’s the point of all of this? First, success requires hard work and self-awareness. To be successful, one needs to do their homework and be informed, be authentic with others and self, build respectful relationships, and understand what you are doing that is getting in the way. It also requires the determination to take action to minimize the negative impacts.