John Tigh Digs Into Cultivating Relationships, Acts of Service, and Gusher Connections

<p>John Tigh shares the business development lessons he learned in the trenches working with top-10 pharmaceutical companies and digital transformation. Learn why business development is a heart-centered sport and why empathy is key to connecting with someone, how to look for disturbances in the force that indicate where you can contribute the most value to people, and get a crash course on the most important growth-focused conversation framework there is.</p> <p> </p> <p>Mo asks John Tigh: Tell me of the moment that you realized growth is great.</p> <ul> <li>Eleven years ago, John was bit by a radioactive statement of work and has since gained the superpower of bringing in business.</li> <li>Being a consultant is all about having one foot in the work and the other in finding the next gig. John considers himself a relationship person rather than a salesperson.</li> <li>The better you can cultivate relationships, the more likely it is that you will have a chance to be of service to those people in the future.</li> <li>Business development is a heart and people centered sport. For John, if he can be of service to someone, that really energizes him.</li> <li>In the first meeting, John is looking for disturbances in the force. John is on the lookout for something that the other person hesitates about or expresses disappointment in a particular area. Those are places to dig deeper.</li> <li>Mission, Vision, and Values should apply at all levels of the organization. At the top of the enterprise, within the work group, and at the level of the individual. Where the gaps are is where John can help the most so that’s where he focuses his effort.</li> <li>John is looking for moments of clarity and polarization. Whether you’re selling ideas, products, or services, asking how you might be able to get it done together gets buy-in and accelerates momentum.</li> <li>John is a collector of interesting people. You can’t talk heart-centered without being empathetic, and you can’t get into someone else’s shoes without being curious