Mo asks Dennis Baltz: Tell me a business development story that you are really proud of.

In the insurance and risk industry, the sales cycle is somewhere between three to five years, so it’s definitely about playing the long game.
Organizations aren’t always ready to implement new ideas, but by building the relationship and sharing ideas with prospects you increase your chances of eventually landing the client.
One of the business development stories that Dennis is most proud of is an example of that. He got a team together to introduce an interesting, innovative idea to a company they weren’t yet working with and they ended up loving it, but it wasn’t a priority at the time. It wasn’t until three years later, when the company reached out, ready to go and looking specifically for Dennis to get it done. The client knew they were the right team and they didn’t have to compete with anyone for the work because of that initial investment.
They managed to thread the needle on a number of regulatory issues and help the client overcome those barriers.

Mentioned in this Episode:

It all begins with empathy (Brain Science #26)