The Business Development Story That Changed Everything for Andrew Cogar, Bonneau Ansley, and John Tigh

<p>Mo asks Andrew Cogar: Tell us a business development story that you are particularly proud of.</p> <ul> <li>There was one project that stands out for Andrew, where he and the founder of his firm, Jim Strickland, had the chance to not only create an awesome property but also restore and support the local ecology as well.</li> <li>During the meeting, Jim and the client discovered they shared a mutual friendship and instead of talking about the project they started geeking out on chicken coops. That kind of interest was exactly what the client was looking for, a firm that was completely authentic to themselves.</li> <li>Andrew set the table for that approach that allowed Jim to be Jim to the fullest.</li> <li>It’s all about being true to yourself, listening, and then connecting.</li> <li>The way that you win work is to actually start doing the work. The right thing to do is to start adding value.</li> <li>When you do those things, you aren’t competing anymore. This gets the client excited about the person who is facilitating their vision. It takes them from a leap of faith to “When can we start?”</li> </ul> <p> </p> <p>Mo asks Bonneau Ansley: Tell me of a business development story that you are deeply proud of.</p> <ul> <li>When Bonneau started the business, he made sure that he was selling for a reason. Even when they weren’t making any money, he made sure that every sale gave back to Children’s Healthcare of Atlanta Hospital and it’s become the most rewarding business activity he’s ever done.</li> <li>Having clients is not about a single transaction. Bonneau wants to grow with his clients and for the company to have a footprint beyond real estate. By pairing sales with a noble endeavor, he makes the mission of the organization more than just profit.</li> <li>Visiting the hospital in addition to donating money is part of the company culture.</li> <li>When things get hard, the charitable aspect of the business helps but he has a deep desire to win that keeps him going. Overcoming his natural weaknesses and levera