Business Development in the Age of A.I.: From Sticky Notes to Simulations
From my associate Grant Tate. A few years ago, one of my coaching clients called with an urgent question. “I’ve just been appointed Director of Business Development for our company. What does a Business Development Director do?” It was a fair question. He worked in a start-up with fewer than ten people. There was no […]
The Esstential First Step in Sales and Business Development
In selling services—far more than products—establishing credibility and trust is the essential first step that many salespeople overlook or rush through, ultimately weakening their ability to win new clients. Without this foundation, executives hedge their responses, offering accurate yet surface-level answers that skirt deeper, more critical issues. As a result, game-changing conversations—and the creation of […]
Mastering Sales and Business Development: Strategies for Sustainable Growth
From my associate, Dan Elliot Did you know that 80% of new businesses fail within the first five years due to poor sales strategies? Did you also know that 71.4% of all statistics like that are made up on the spot? Regardless of the numbers, the underlying truth remains: sales drive business success. Without a […]
Business Growth: Why the Gap?
From my associate, Janice Giannini. This month, we focus on business development, the engine of sustainable growth. External factors such as market shifts, economic conditions, and intense competitive pressures play a crucial role; many of the most significant obstacles to effective business development are within a company’s control. However, these internal challenges often receive less […]
Future Proofing Leadership and Sustainable Growth
From my associate Janice Giannini. Did you know that organizations investing and excelling at leadership development and engaging their workforce aren’t just better places to work? They report 21% higher profitability and a 17% higher productivity rate. In today’s volatile business environment, leadership resilience isn’t optional—it’s a competitive necessity. The concepts below help companies to […]
Evolving Leadership: Guiding Your Team Through Growth
Editor’s Note: Growing a business requires not only robust, scalable systems but also leadership that adapts as well. In the third article of this series, we delve into how leadership roles must evolve as the organization grows. We’ll discuss the shift from hands-on management to strategic oversight and the importance of fostering a culture that […]
Building Scalable Systems: The Backbone of Sustainable Growth
[Editors note – This is the second of our 5-part series to help ensure your organization becomes hardwired for efficiency and effectiveness. These articles will reflect our current thoughts as well as insights gleaned from Lex Sisney’s book- Designed to Scale: How to Structure Your Business for Exponential Growth] As organizations grow, the complexity of […]