Mo asks Sandy Lutton: What is a business development story that you are really proud of?
- One moment in particular stands out from Sandy’s career in regards to business development. Part of her role at the Speaker’s Bureau was to secure talent, and Sandy was working on securing a famous world leader. The twist in the story was that the first in-person meeting with the CEO didn’t go well which made landing this client much harder than they expected.
- They spent too much time talking about who they represent.
- The big influencer in the decision was the Chief of Staff, and by uncovering their goals it changed the dynamic of the relationship. In listening to them and finding out what they needed, Sandy was able to put the right team in place to support them.
- Understanding what they ultimately wanted to achieve was critical in the decision-making Just like the Snowball System teaches, keeping them involved in the process was crucial, and in the end they won the business without giving everything away for free.
- Many people fold too quickly when it comes to high pressure proposals. Challenge yourself when you feel like you have to go in at your lowest price in order to win the business, because it might not be true.
- Sandy is most proud of the fact that they landed the client by identifying the right team and making it clear that going to the lowest price wasn’t the right move. Resist the urge to discount your service by negotiating too soon.
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