The Business Development Story that Changed Everything for Monty Hamilton

Mo asks Monty Hamilton: Tell us a business development story that you are really proud of. Monty’s proudest moment occurred three years ago, when they sold a stake in Rural Sourcing to Bain Capital. It took building the right relationships and getting people to believe in the mission, vision, and story of the organization. Monty […]

Andrew Cogar Offers the Chicken Coop Strategy for Business Development

Andrew Cogar shares the internal and external business development lessons he learned during his career at Historical Concepts and how he knocked Mo off his feet with his approach to building a professional relationship. Show Notes Andrew Cogar shares the internal and external business development lessons he learned during his career at Historical Concepts and […]

Mark Harris Outlines How Helping and Teaching Always Beats Sales

Mark Harris went from selling books door-to-door in 1994 to one of the most effective rainmakers at Guardian Life Insurance and he shares the exact framework he used to become great at business development. Show Notes Mark Harris went from selling books door-to-door in 1994 to one of the most effective rainmakers at Guardian Life […]

The Business Development Story That Changed Everything for Andrew Cogar

Mo asks Andrew Cogar: Tell us a business development story that you are particularly proud of. Mo asks Andrew Cogar: Tell us a business development story that you are particularly proud of. There was one project that stands out for Andrew, where he and the founder of his firm, Jim Strickland, had the chance to […]

What Business Development REALLY Means, According to Dennis Baltz

Mo asks Dennis Baltz: What is your personal definition of business development? Helping people with a purpose. Being strategically helpful is the name of the game. Sales can be fun when you are offering something of value to someone, not just making a sale. Dennis has a stewardship mindset which fits very well into the […]

Linda Klein on Growth – Time to Get Great at Business Development

Show Notes Mo asks Linda Klein: When was the moment that you realized that growth was great? Linda separates the ideas of business development and building a relationship. In the beginning of Linda’s career as a lawyer, she spent a lot of time learning about her client’s business and that relationship building always paid off. […]

Kevin Clem on Connections – Time To Get Great At Business Development

Mo asks Kevin Clem: When was the moment you realized growth is great and you wanted to focus on business development? Kevin has been doing business development for 20 years, but he didn’t always call it that. Show Notes Mo asks Kevin Clem: When was the moment you realized growth is great and you wanted […]

The Business Development Story that Changed Everything for Kim Davenport

Mo asks Kim Davenport: What is one moment around business development that you are really proud of? Show Notes 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 […]

The Business Development Story that Changed Everything for James Barclay

Mo asks James Barclay: Tell me a story about the business development that you are the proudest of. James’ challenge in reaching prospects is connecting with CMOs in law firms and working up the chain can take some time. Show Notes Mo asks James Barclay: Tell me a story about the business development that you […]

Sandy Lutton Explains the Importance of Treating People As More Than Just Prospects

Sandy Lutton talks about business development and what she learned landing world-class speakers and executives as clients. Show Notes Sandy Lutton talks about business development and what she learned landing world-class speakers and executives as clients. Find out why you should be treating prospects as clients right from the get-go, the top four business development […]

Bill Ruprecht on Focus – Time To Get Great At Business Development

Mo asks Bill Ruprecht: When did you first start thinking about business development as something important that you wanted to do? Show Notes Mo asks Bill Ruprecht: When did you first start thinking about business development as something important that you wanted to do? Bill spent many years in business when there were two kinds […]