Going Back In Time, What Bill Ruprecht, Mike Duffy, and Debby Moorman Would Say To Their Younger Self

<p>Mo asks Bill Ruprecht: If you could record a video around business development for your younger self, what would it say?</p> <ul> <li>You learn a lot more from failure than you do from success. Early on in Bill’s career, he had developed a relationship with an art collector, but after the collector passed away the business went to other people because Bill didn’t consider what would happen after that point or lay the foundation to make sure the family would work with him.</li> <li>It’s important to not rely on a single individual for your relationship with an organization. You need to create a team of advocates to work with a team of counterparts within the organization.</li> <li>Remove your ego from the equation and focus on building a team to team relationship.</li> <li>We tend to focus on our expertise and believe that’s how decisions get made, but that’s not the way it works. What should drive those decisions is that your company has a collection of skills to help clients solve their problems.</li> </ul> <p> </p> <p>Mo asks Mike Duffy: If you could record a message to your younger self about how they should think about business development, what would it be?</p> <ul> <li>Mike’s message would be to essentially to cold call for a couple months right at the beginning to get used to hearing no.</li> <li>He would also tell himself to feed his brain. Read books and consume information that keeps you moving.</li> <li>Treat your profession like a profession. If you treat your profession the same way that a doctor does and invest in continuing education every year to be a better leader and sales person, you will be successful.</li> <li>Mike invests in programs that he’s heard about on podcasts and consumes books referenced in other books that have made an impact on him. You have to invest in yourself if you want to get better.</li> <li>Mike also builds relationships with people that are learning themselves and is curious enough to find out more about them. He’s always thinking about how he can add value to a conver