The Death of a Salesman4 Mai 2022

What’s next for BD?

I spent 7 years in out and out sales roles, before making the move into Professional Services Business Development, joining PwC in Jan 2009. This launched my career to where I am today - along this journey, I have met some incredibly talented BD professionals.

In this episode, I am joined by the brilliant Dominic de Mariveles. I met Dominic when I joined Berwin Leighton Paisner as was, now BCLP, in Oct 2011.

The approach Dominic takes to driving a BD culture in both his teams and the fee earners is a pragmatic yet robust one.

He not only believes but has proved, with a straightforward, no-frills approach to BD, that you can achieve double-digit revenue growth in 5 years.

We discuss :

What is Business Development in a Professional Services capacity?

Where has it got to today?

Why do we believe it is so varied in how it is executed?

Why is Professional Services "sales" so different to Corporate "sales". Or is it?

If we were to start a new BD function today, what would that look like?

The challenges for both small and large firms.

Do we have the right skills for where we need to be in 5 years?

How technology focussed should we be?

Why this has to be led from the top - if not, you will fail.

Be bold and brave.

I always learn something new when I speak to Dominic, and no doubt so will you.

If you believe Dominic can help you and you want to learn more - connect with him on LinkedIn, be sure to mention this podcast: https://www.linkedin.com/in/dominicdemariveles/

As ever, my continued thanks to all of my guests, and you, our listeners.

Denne episoden er hentet fra en åpen RSS-feed og er ikke publisert av Podme. Den kan derfor inneholde annonser.

Episoder(100)

Advocates or Spammers?

Employee Advocacy or Corporate Spam? There is a fine balance to be had regarding Employee Advocacy. In this episode, I am joined by the brilliant Andrew Seel, the CEO of Togethr. Andrew was been usin...

21 Feb 202449min

Be Yourself.

Welcome to the final episode of 2023, and what better way than to help us all be "our true selves at work". I am joined by Liz Villani, founder of #BeYourselfAtWork, a global movement dedicated to cre...

20 Des 202340min

The Rainmaker Genome

If you are a fee earner in professional services, balancing the fee-paying work and your business development activities can be challenging. Some may even say a little daunting. You trained to be an e...

1 Nov 202347min

The JOLT Effect

Between 40% and 60% of deals are lost due to clients or prospects making no decision. So, how do you get them to make a decision? One way or the other? You need to JOLT them into one. In this episode,...

25 Okt 202343min

The Art of Communication

We have all been there - you receive an email from your manager or a firmwide message. It doesn't quite land well with you, and you feel all sorts of things. The message from a colleague which is sen...

11 Okt 202339min

Up your Content game.

In this episode, I am joined by the CEO of UpContent - Scott Rogerson Scott is a returning guest where we build on the original episode of "Is Content Still King." listen here >>> https://www.podbean...

20 Sep 202351min

Are you in the moment?

In this episode, we have a returning guest, the brilliant Neil Mullarkey. Neil Mullarkey is an English actor, writer and comedian. He was born in Watford, Hertfordshire, England1. He is known for his ...

13 Sep 202344min

Right, said Fred.

Would you create a "digital twin" of yourself? Fred has set out to do this, and he shares what he has learned so far with FredAI. Using Interactive Tutor, Fred uploaded his books and blogs into their ...

6 Sep 202345min