By John Tyreman & Mark Wainwright
Most professional services firms are built on a foundation of technical expertise and relationships. But what happens when referrals stop coming in? You need to do 'business development' — a nebulo
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The podcast currently has 36 episodes available.
Unlock the full potential of your firm's ability to *create* new business by mastering both inbound and outbound revenue generation activities.
In this episode, John and Mark explore the synergy between inbound and outbound business development activities and how they can work together to produce exceptional outcomes. They discuss the importance of both approaches, how firms can effectively harness these strategies, and the potential pitfalls when they're misaligned. In this conversation, we cover:
www.breakingbizdev.com
Coffee isn’t just for closers.
Buyers can smell your commission breath.
Good salespeople don’t have all the answers.
In this episode, John and Mark bring on voices from other sales and marketing experts in the professional services realm. Featuring clips from Blair Enns, David C. Baker, Jason Mlicki and Jeff McKay, this episode explores the importance of mindset in developing new business:
Win Without Pitching: https://www.winwithoutpitching.com/
Punctuation: https://punctuation.com/
Rattleback: https://www.rattleback.com/
Prudent Pedal: https://www.prudentpedal.com/
www.breakingbizdev.com
Believe it or not, lead generation can actually work. Even for accounting, AEC, or consulting firms. In this episode, John and Mark break down the importance of lead generation, exploring why firms need to take it seriously beyond just waiting for RFPs. They highlight various lead sources, compare inbound and outbound strategies, and discuss effective multi-channel approaches. In this conversation, you’ll learn:
www.breakingbizdev.com
Get a behind-the-scenes look at Breaking BizDev.
In this episode, John and Mark pull back the curtain on the production process, the technology they utilize, and how they're building listener engagement. From their first episode to their vision for the future, you'll hear what has worked, what hasn't, and their plans moving forward.
0:00 Intro
1:50 Origin story
10:40 Listener shout outs
13:47 Top 3 episodes
21:24 Experiment recap
27:15 Future possibilities
www.breakingbizdev.com
Leadership transition is a major brand milestone and a cultural crossroads.
So what role does sales and marketing play?
In this episode, John and Mark explore how sales and marketing both support succession planning and leadership transition. In this conversation, you'll learn:
www.breakingbizdev.com
The role you play in developing new business changes as you grow throughout your career.
Whether you're a junior practitioner, mid-career professional, or seasoned industry veteran, this episode is for you. John and Mark explore how firm employees—regardless of tenure—can (and should) contribute to developing new business. In this conversation, we cover:
www.breakingbizdev.com
Mitigate risk and navigate the contracting phase effortlessly
In Part 3 of this deep dive into the "Create, Choreograph, Contract" framework, John and Mark break down what happens between a verbal agreement and a signed contract. They look at the emotional and practical aspects of risk in decision-making processes, how both clients and consultants can manage and mitigate uncertainties, and how to handle other parties like legal and finance in the contracting phase. In this conversation, you'll learn:
www.breakingbizdev.com
Make your sales process look effortless and feel frictionless.
In Part 2 of their deep dive into the "Create, Choreograph, Contract" framework, Mark and John explore the importance of deliberate and structured interactions with buyers, like how mirroring and reflecting can establish trust, and how seeking permission at each step ensures both parties are aligned. In this conversation, you'll learn:
References:
www.breakingbizdev.com
Yes, it is possible to get off the RFP hamster wheel.
In Part 1 of their deep dive into the "Create, Choreograph, Contract" framework, John and Mark uncover the secrets behind creating the firm you want by breaking down different market segments, leveraging your network, and the power of proactive opportunity creation. In this conversation, you'll learn:
Stay tuned for Part 2 and 3 of this business development framework.
www.breakingbizdev.com
Is your BD process disorganized? Disjointed? Nonexistent?
Consider using this 3-part framework to get your sales back on track.
In this episode, Mark introduces his three-part business development framework, "Create, Choreograph, Contract", aimed to help doer-sellers and dedicated business developers create a cyclical process for winning new business. In this conversation, you'll learn:
Stay tuned for bonus episodes that go deeper into Create, Choreograph, and Contract.
www.breakingbizdev.com
The podcast currently has 36 episodes available.