What Business Development REALLY Means, According to Andrew Robertson

<p>Mo asks Andrew Robertson: What is your personal definition of business development?</p> <ul> <li>Business development at its best is win/win/win. Your business wins, the client wins, and thirdly, the client is winning so much that they become your best business development ambassador.</li> <li>Raving fans turn into your own personal sales force.</li> <li>Focusing on the win for the client secures the win for the business. If your client wins enough, they become predisposed to become a raving fan, but you still have to ask for it.</li> <li>Do something for them that gets them something of value and gets you even more. Don’t assume it will happen automatically.</li> <li>First, recognize that the person you are working with is a person and not just a job title. They have interests and frustrations, and when you understand that there is something you can engage with together.</li> <li>Dinner is a great opportunity to connect with someone outside of the confines and constraints of the work. You can also find a time to accompany them on another aspect of their work and learn more about what they do and what they care about in a way that’s not structured like a meeting.</li> <li>The best conversations you can have with a client are the ones where you do 20% of the talking. Figure out questions to act as a stimulus and get them talking.</li> <li>There is value and benefit for people in just having the opportunity to talk.</li> </ul> <p> </p> <p> </p> <p>Mentioned in this Episode:</p> <p><a href="http://growbigplaybook.com/" target="_blank" rel= "noopener">GrowBIGPlaybook.com</a></p> <p><a href="mailto:andrew.robertson@bbdo.com" target="_blank" rel= "noopener">andrew.robertson@bbdo.com</a></p>