Real Relationships Real Revenue - Video Edition | Invest in Relationships to Build Your Business and Your Career

Mo asks Mark Harris: What is your personal definition of business development? Business development means something different to everybody. For Mark, it’s all about helping people understand what their needs are (teaching) and then once you find that out it’s helping them find the solution they need. Mark focuses on one phrase when going into the first meeting with someone, specifically being “humbly curious”. He’s simply looking to understand what motivates someone and where they are coming from, and what’s going to help them. Nobody wants to be sold, but everybody likes to buy, especially from people they like. Focusing on the sale is a short-term strategy. Sometimes the right thing is to not sell something. If things aren’t a good fit now but might be later, being upfront and telling the prospect the truth is how you can build trust and empathy and secure a valuable long-term relationship. Ask as many questions as you can. When you can train your mind to ask questions and be humbly curious, the world is your oyster and you can bring value to that organization at all times.     Mentioned in this Episode: GrowBIGPlaybook.com Mark_C_Harris@glic.com linkedin.com/in/mark-harris-9ba1b53

Mo asks Mark Harris: Tell me a story of when you realized that you needed to focus on business development. Mark takes us back to the summer of 1994 when he took on a job selling books door-to-door, a path that some of the most successful rainmakers have followed. It started off as a way to make more money than working at the local McDonald’s but it became a skill that Mark learned he could get better at. All skills are both learned and earned. Mark was initially not good at sales at all and after 12 hours of hearing no, he decided to flip his approach and try to make a connection with the person first. He also learned that he needed to create little wins throughout the day to manage his energy and motivation. The steps to a purchase are the same no matter what you’re selling. Connect with the person first and find out if you can solve their needs. Mark also learned how to deal with his emotions at that time, and when he figured out how to do that he became a lot more relatable and fun to be around. That whole first summer was all about being more relatable to people immediately after meeting them. After a couple sales, Mark figured out what he was really providing people with, and it wasn’t a book. When he took the focus off the money and made it about helping the other person, the sale became much easier. By breaking the process into each individual piece, Mark created a series of small wins that were under his control. Even a rejection can be a learning experience. When you put yourself outside your comfort zone, you become more capable emotionally of handling the experience and more likely to overcome the next hurdle, and every hurdle you jump builds your confidence. Think about what you can do every single day to get you closer to your ultimate win. You don’t know when your next sale is going to happen, but if you can focus on what you can control it will happen.     Mentioned in this Episode: GrowBIGPlaybook.com Mark_C_Harris@glic.com linkedin.com/in/mark-harris-9ba1b53

Kim Davenport shares the role relationship building has played for her and why BD is much more than just selling. Learn more about the three steps to D&I, how you would want to be seen when it comes to BD, and Kim’s advice to a younger self. Mo asks Kim Davenport: Tell me the moment when you decided that business development is something that you wanted to focus on, as well as how to connect with prospects and create wins for clients. There isn’t a particular point in time in which Kim said to herself, ‘This is development, I need to focus on clients’ – it’s just something that has always been part of her. Focusing on helping people and building relationships with people has been with her pretty much since day one. For Kim, inclusion, diversity and having a passion for helping clients are all components of the same equation. She’s always seeking ways to help others, to build relationships with different people. This is part of diversity and inclusion, and you can’t do one without the other. Being seen as someone who’s helping somebody make their way and get better, and as someone who creates opportunities for clients that allow them to be better, is the golden crown of business development. Understanding how to get a prospect from a meeting to needing her help and wanting to hire her has been the hardest thing Kim had to learn. The answer lies in connecting, being curious and having conversations that bring prospects on a journey. Becoming someone they can lean on, someone who listens to them, and who just lets them get it all out, can be transformational. It’s about asking questions and taking prospects on the journey first. Kim has a current client, who has been her friend for years. After having a long conversation, Kim realized that what her friend was struggling with in her business was something that Kim could help her with. The key is to engage in actively listening to who you’re having a conversation with.   Mo asks Kim Davenport: What is your personal development of business development? And he asks Kim how she goes about addressing D&I. Kim looks at business development as a three-part concept. There’s helping the client, then there’s building a relationship with them. And, lastly, there’s helping a client or an organization get better. Kim goes beyond the dollar sign. She focuses not only on how a potential opportunity might impact an organization or a client in general terms, but individual people too. It’s important to understand the impact of different projects and how they could impact the individual person or contributor. Being proactive and staying on top of things isn’t easy, as Kim admits, but you need to carve out time. Kim, for instance, blocks out time in her calendar from time to time, and spends that time sitting down, thinking about the conversations she has been having and where everything is headed toward. When it comes to getting things done in D&I, Kim uses a three-step approach. First, it’s about truly making that a passion and a priority. Step two is about doing whatever is needed – surveys, focus groups, etc. to talk to people and try to figure out where things are at. And, thirdly, try to close the gap. Focusing on D&I makes people feel as if they’re operating in an environment where they can be successful, feel valued, and where they want to give it all to the organization they’re part of.   Mo asks Kim Davenport: What is your favorite science, step, or story from GrowBIG or the Snowball System? Kim’s favorite science is the four-color quadrant – green (the one Kim identifies with the most), blue, red, and yellow. She keeps it at the back of her mind whenever she’s about to have an interaction, with the purpose of trying to approach and connect with the person in the way that best suits their personality and where they’re “positioned” in the color quadrant. Different people require you to connect with them in different ways, so it’s important to always be listening and be attentive to that. Despite her engineering background and being someone who is process-driven, Kim understands the importance of realizing that, even when it comes to work that includes processes, there are emotions involved there. As she puts it, you open up a person when you’re able to also relate to them and don’t simply come in with a “black and white” approach. Mo asks Kim Davenport: What is one moment around business development that you are really proud of? Kim’s most proud moment was the first real significant opportunity she brought into her firm – the friend, who’s a vice president at an energy company, who she had a conversation with and who realized Kim and the firm she’s part of could help her business. Kim is proud of what she did, of having the courage to go outside of her comfort zone a little bit to bring business into a conversation among friends. This was her first success story, and it happened before Kim was a partner at her firm. That’s one of the moments that made her realize that BD isn’t about going around knocking on doors trying to sell something, but it’s about helping people, about leveraging and building relationships… and, yes, it’s fun! Even though she’s process-driven, Kim recommends not to overthink things too much. Her advice is to just be a little courageous, and give it a try. Just ask the first question, make it natural. Don’t worry about what comes after that, just take the first step and see where it takes you.   Mo asks Kim Davenport: If you could record a business development tip and send it to your younger self, what would it be? In a video she would record for a younger self, Kim would tell her to toss doubts aside and to believe in herself. To prepare her prior self, Kim would want her to get smart, be curious, and to be intentional. BD is more than just selling business, it’s about trying to be a guide, an advisor, and about trying to be someone that somebody would like to partner with when they need help or counseling. Kim recommends to focus less on titles and positions, but to focus more on skills and what you’re getting out of wherever you are now, instead.     Mentioned in this Episode: GrowBIGPlaybook.com linkedin.com/in/kim-davenport-7732751 kimberlydavenport@scottmadden.com

Mo asks Kim Davenport: If you could record a business development tip and send it to your younger self, what would it be? In a video she would record for a younger self, Kim would tell her to toss doubts aside and to believe in herself. To prepare her prior self, Kim would want her to get smart, be curious, and to be intentional. BD is more than just selling business, it’s about trying to be a guide, an advisor, and about trying to be someone that somebody would like to partner with when they need help or counseling. Kim recommends to focus less on titles and positions, but to focus more on skills and what you’re getting out of wherever you are now, instead.     Mentioned in this Episode: GrowBIGPlaybook.com linkedin.com/in/kim-davenport-7732751 kimberlydavenport@scottmadden.com

Mo asks Kim Davenport: What is one moment around business development that you are really proud of? Kim’s most proud moment was the first real significant opportunity she brought into her firm – the friend, who’s a vice president at an energy company, who she had a conversation with and who realized Kim and the firm she’s part of could help her business. Kim is proud of what she did, of having the courage to go outside of her comfort zone a little bit to bring business into a conversation among friends. This was her first success story, and it happened before Kim was a partner at her firm. That’s one of the moments that made her realize that BD isn’t about going around knocking on doors trying to sell something, but it’s about helping people, about leveraging and building relationships… and, yes, it’s fun! Even though she’s process-driven, Kim recommends not to overthink things too much. Her advice is to just be a little courageous, and give it a try. Just ask the first question, make it natural. Don’t worry about what comes after that, just take the first step and see where it takes you.     Mentioned in this Episode: GrowBIGPlaybook.com linkedin.com/in/kim-davenport-7732751 kimberlydavenport@scottmadden.com

Mo asks Kim Davenport: What is your favorite science, step, or story from GrowBIG or the Snowball System? Kim’s favorite science is the four-color quadrant – green (the one Kim identifies with the most), blue, red, and yellow. She keeps it at the back of her mind whenever she’s about to have an interaction, with the purpose of trying to approach and connect with the person in the way that best suits their personality and where they’re “positioned” in the color quadrant. Different people require you to connect with them in different ways, so it’s important to always be listening and be attentive to that. Despite her engineering background and being someone who is process-driven, Kim understands the importance of realizing that, even when it comes to work that includes processes, there are emotions involved there. As she puts it, you open up a person when you’re able to also relate to them and don’t simply come in with a “black and white” approach.     Mentioned in this Episode: GrowBIGPlaybook.com linkedin.com/in/kim-davenport-7732751 kimberlydavenport@scottmadden.com

Mo asks Kim Davenport: What is your personal development of business development? And he asks Kim how she goes about addressing D&I. Kim looks at business development as a three-part concept. There’s helping the client, then there’s building a relationship with them. And, lastly, there’s helping a client or an organization get better. Kim goes beyond the dollar sign. She focuses not only on how a potential opportunity might impact an organization or a client in general terms, but individual people too. It’s important to understand the impact of different projects and how they could impact the individual person or contributor. Being proactive and staying on top of things isn’t easy, as Kim admits, but you need to carve out time. Kim, for instance, blocks out time in her calendar from time to time, and spends that time sitting down, thinking about the conversations she has been having and where everything is headed toward. When it comes to getting things done in D&I, Kim uses a three-step approach. First, it’s about truly making that a passion and a priority. Step two is about doing whatever is needed – surveys, focus groups, etc. to talk to people and try to figure out where things are at. And, thirdly, try to close the gap. Focusing on D&I makes people feel as if they’re operating in an environment where they can be successful, feel valued, and where they want to give it all to the organization they’re part of.     Mentioned in this Episode: GrowBIGPlaybook.com linkedin.com/in/kim-davenport-7732751 kimberlydavenport@scottmadden.com

Mo asks Kim Davenport: Tell me the moment when you decided that business development is something that you wanted to focus on, as well as how to connect with prospects and create wins for clients. There isn’t a particular point in time in which Kim said to herself, ‘This is development, I need to focus on clients’ – it’s just something that has always been part of her. Focusing on helping people and building relationships with people has been with her pretty much since day one. For Kim, inclusion, diversity and having a passion for helping clients are all components of the same equation. She’s always seeking ways to help others, to build relationships with different people. This is part of diversity and inclusion, and you can’t do one without the other. Being seen as someone who’s helping somebody make their way and get better, and as someone who creates opportunities for clients that allow them to be better, is the golden crown of business development. Understanding how to get a prospect from a meeting to needing her help and wanting to hire her has been the hardest thing Kim had to learn. The answer lies in connecting, being curious and having conversations that bring prospects on a journey. Becoming someone they can lean on, someone who listens to them, and who just lets them get it all out, can be transformational. It’s about asking questions and taking prospects on the journey first. Kim has a current client, who has been her friend for years. After having a long conversation, Kim realized that what her friend was struggling with in her business was something that Kim could help her with. The key is to engage in actively listening to who you’re having a conversation with.     Mentioned in this Episode: GrowBIGPlaybook.com linkedin.com/in/kim-davenport-7732751 kimberlydavenport@scottmadden.com

Tyler Sweatt shares a series of powerfully concise lessons on business development he’s picked up over the years consulting in a wide range of industries. Find out how Tyler and his team solve incredibly complex compliance problems while making the buying process as frictionless as possible, why saying no to some prospects is critical to find the customers, and how planning is the easiest way to set yourself apart from your competition.   Mo asks Tyler Sweatt: When did you realize that business development was great? When Tyler transitioned out of the military, he wasn’t sure which direction to take his career. He cut his teeth at Deloitte where he learned the two basic functions of a business: value creation and value protection. You have to figure out which one you need to focus on from a career standpoint. Tyler started thinking about how to build relationships and establish trust since that was the fastest way to grow. Tyler found a few partners within the organization that helped him learn the ropes of value creation, and in the process, he got in touch with Toffler Associates. That was where he learned a new approach to consulting that opened up a huge number of opportunities for him. Those experiences became unique information that Tyler could share simply by being exposed to it. There is no better time than now to invest in yourself and your education. Focusing on your technical expertise, getting exposed to how other businesses work, and growth skills. When you’re learning, you should always have the last part be a practical implementation. Test your knowledge and put it into practice. Value creation and growth skills are highly transferable.   Mo asks Tyler Sweatt: What is your personal definition of business development? Simply put, it’s all about value creation. The entire spectrum of taking a prospect from completely cold to raving fan is the process of growth. Content creation is part of the effort, similar to an at-scale give-to-get. When someone hits the pipeline, Tyler focuses on qualifying them immediately and moving quickly on closing the deal. For marketing and lead generation, you need to figure out the three most important metrics you need to cover and orient on those. That will make everything else easier. Referrals are a big indicator of both effectiveness and product-market fit. Try to avoid measuring too many metrics at the same time. You need to think about business development from the customer’s buying process and how you can remove as much friction from their buying process as possible. Make it as easy to buy from you as possible. Focus on a positive buying experience and make it easy for the customer. Being customer-centered will be extremely valuable in everything you work on.   Mo asks Tyler Sweatt: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Too many people focus on just having a meeting and following the script they have in their mind. Dynamic Meeting Prep is one of Tyler’s favorite strategies that solves that problem. Using the process, you can solidly prepare for a meeting in under 10 minutes which is a great way to bring many of the other Snowball System strategies. Have a goal in mind, but be flexible on how you get there. The value is not in the plan, it’s in the planning. You are creating a plan to operate fluidly depending on the situation. You can completely separate yourself from your competition in the way that you approach meetings. Tyler’s second favorite strategy is Asking For The Advance. Moving along opportunities ties into the Dynamic Meeting Prep and makes the buying process much easier. You are 34x more likely to get a yes in person than you are over email. This is why it’s so important to get the next step or next meeting nailed down during your current meeting. There are four main reasons you might not win. It’s usually either not a strategic fit, a technical fit, a timing fit, or not a relational fit. You should try to eliminate those potential obstacles during the qualifying process. Think about who stands to benefit from the purchase, how to make the purchase as easy as possible, or how you can get the prospect to build the solution with you. Seek early victories.   Mo asks Tyler Sweatt: Tell me a business development story that you are really proud of. At Second Front, Tyler is working to solve some ridiculously complicated problems and building something that has never existed before. Tyler has been in several different industries, all of which involve emerging technology and security. In most of those industries, compliance burdens were always an issue and Second Front is working on solving that. They have figured out a solution that solves a pressing national security problem and has opened new doors of opportunity that could be saving lives. The Second Front team is the best team he’s been a part of since leaving the military, and he loves the fact that he’s proving people wrong. When somebody tells him that something can’t be done, that motivates Tyler to go and prove them wrong. It’s a lot easier to maintain things than it is to create things. At its core, business development is always new and always different, which is something that Tyler appreciates. Know what your why is, and it’s okay if that changes over time. For Tyler, being able to set examples for his sons and have teachable moments is the core of why he does what he does in his season of life.   Mo asks Tyler Sweatt: If you could record a video around business development and send it to your younger self, what would it say? Don’t fall in love with titles. Identify character traits that you don’t want to emulate. Don’t lose sight of the value of saying no. No is the most strategic word in your arsenal. Don’t feel obligated to stick around in an organization. You are your own client. Tyler is a fan of being brutally transparent. The easiest way to make sure your message is heard the way you want it to be heard is to make it as simple and plain as possible. You are doing the other person a favor by being honest. No is a decision, yes is a commitment. Saying yes to something you don’t want to do only creates negative energy and sabotages the relationship over time. Figure out what you’re doing that you don’t want to do right now, and start cutting them out so you can focus on the activities that have the highest value to you.     Mentioned in this Episode: GrowBIGPlaybook.com linkedin.com/in/tylersweatt secondfront.com

Mo asks Tyler Sweatt: If you could record a video around business development and send it to your younger self, what would it say? Don’t fall in love with titles. Identify character traits that you don’t want to emulate. Don’t lose sight of the value of saying no. No is the most strategic word in your arsenal. Don’t feel obligated to stick around in an organization. You are your own client. Tyler is a fan of being brutally transparent. The easiest way to make sure your message is heard the way you want it to be heard is to make it as simple and plain as possible. You are doing the other person a favor by being honest. No is a decision, yes is a commitment. Saying yes to something you don’t want to do only creates negative energy and sabotages the relationship over time. Figure out what you’re doing that you don’t want to do right now, and start cutting them out so you can focus on the activities that have the highest value to you.     Mentioned in this Episode: GrowBIGPlaybook.com linkedin.com/in/tylersweatt secondfront.com