The Business Development Podcast

In Episode 14 of The Business Development Podcast, host Kelly Kennedy interviews Paul Holah, a business leader with extensive experience in engineering, construction, and project management. Paul shares his insights on building relationships and making connections in the world of business development. He emphasizes the importance of personal relationships and trust when it comes to generating new clients and winning contracts. Paul also discusses the challenges and rewards of working in various locations across Canada, highlighting the need for adaptability and creativity in business development. Listeners can expect to gain actionable advice and tips on how to grow their businesses from this episode.Overall, Episode 14 of The Business Development Podcast offers valuable insights into the world of business development from the perspective of an experienced leader. Paul Holah's diverse background and wealth of knowledge provide listeners with practical advice on building relationships, navigating challenges, and seizing opportunities in the industry. Whether it's understanding the value of personal connections, overcoming resistance to change, or finding creative ways to make connections, this episode is a must-listen for entrepreneurs and business leaders looking to grow their businesses.Key Takeaways: It is easier to say yes and explain your yes than to say no and explain the no.Building relationships and making connections is crucial in business development.Business development takes time and patience, and quick wins are not always possible.Trust and credibility are essential in convincing clients to make a change or switch contractors.Generating relationships and establishing connections requires creative thinking.Personal relationships play a significant role in business development.Having a diverse range of experiences and connections can be valuable in business development.Success in business development requires leadership, teamwork, and exemplary work with clients.

26 Mar 20231h 19min

In Episode 13 of The Business Development Podcast, host Kelly Kennedy expresses gratitude for the support of his listeners and acknowledges the positive impact his podcast has had on their businesses. He thanks Justin LaRocque of ROC Advisors for his support and recommends him for financial advice, highlighting the importance of support and encouragement in continuing his podcast. Kennedy opens up about his own experience with anxiety and stage fright, sharing that even successful businesspeople and entrepreneurs experience these feelings. He emphasizes the importance of consistency and repetition in business development, and encourages listeners to not let anxiety hold them back.In this episode, Kelly Kennedy discusses the common experience of anxiety and stage fright in relation to business development and entrepreneurship. He shares his personal struggle with anxiety and how it has affected his ability to speak in public and conduct meetings. Kennedy reassures his listeners that experiencing anxiety and stage fright is normal, and encourages them to not let these feelings hinder their success. He emphasizes the importance of practice and repetition in overcoming anxiety and improving public speaking skills. Overall, Kennedy aims to provide support and encouragement to his listeners, while addressing a topic that is often overlooked in traditional education.Key Takeaways:It is normal to experience stage fright, performance anxiety, or nervousness in business development and public speaking situations.Anxiety and nervousness can be overcome with practice, repetition, and exposure to uncomfortable situations.It is important to seek support and encouragement from others in order to continue and feel great about one's work.Anxiety and nervousness can happen even in successful and accomplished individuals.It is valuable to address and talk about anxiety and performance anxiety in business development and entrepreneurship, as it is a common experience.Consistency and repetition in business development are key to improving and achieving success.It is important to remember that everyone experiences anxiety to some extent and that it never truly goes away completely.It is important to acknowledge and appreciate one's own accomplishments and progress, even if there are always people who are more accomplished or successful.

22 Mar 202332min

In Episode 12 of The Business Development Podcast, host Kelly Kennedy interviews Justin LaRocque, the CEO of ROC Advisors. Justin, a seasoned entrepreneur and chartered accountant, shares valuable financial advice for growing businesses. The episode delves into the topic of working capital, particularly in Western Canada, where many companies work with large businesses in the oil and gas sector. Justin emphasizes the importance of managing cash flow and offers insights into receivables, payment terms, and factoring options. He also highlights the challenges faced by business owners in handling working capital and provides practical strategies for generating revenue and optimizing expenses. With his extensive experience in finance and his passion for driving change, Justin shares valuable insights that can help businesses navigate the complexities of working capital.In this episode, Kelly and Justin have an engaging and informative discussion about working capital and its impact on businesses. They touch on various aspects, including payment terms, slow payments, and the need for proper cash flow management. Justin stresses the importance of understanding working capital and provides actionable advice for optimizing it, such as exploring factoring options, generating revenue from old inventory, and seeking shareholder loans. He also highlights the challenges faced by businesses in the oil and gas sector, where delayed payments can significantly impact cash flow. Through their conversation, Kelly and Justin offer valuable insights and strategies that can help businesses effectively manage their working capital and achieve sustainable growth.Key Takeaways: It is important for businesses to consider working capital and cash flow management.Factoring can be a useful tool for businesses to cover receivables and improve cash flow.It is important for businesses to manage payment terms with clients and ensure timely payments.Large companies, particularly in the oil and gas sector, may have challenges with payment terms and cash flow.It is important for businesses to be proactive in addressing cash flow issues and exploring alternative sources of funding.Proper financial management, including accurate and timely invoicing, is crucial for business success.It is important for businesses to understand the risks and potential challenges associated with rapid growth and contract expansion.

19 Mar 20231h 10min

In Episode 11 of The Business Development Podcast, host Kelly Kennedy discusses the difference between active and passive marketing strategies. Kennedy emphasizes the importance of active marketing, which involves meeting customers and vendors in person and building relationships. He highlights the effectiveness of active marketing in acquiring new customers, particularly in business-to-business and relationship-based selling. Kennedy also acknowledges the role of passive marketing, such as social media advertising and website promotion, but emphasizes that its main purpose is not to acquire new customers. He shares a personal experience of a business owner who invested a large sum of money in passive marketing but did not see any return on investment. Kennedy concludes by encouraging listeners to focus on active marketing to drive business growth.In the episode, Kennedy also expresses his gratitude for the support and feedback he has received from listeners. He mentions his interaction with Solace Safety, a company he has been working with, and celebrates their progress. Kennedy mentions the value of face-to-face introductions and emphasizes the importance of consistent active marketing strategies. He emphasizes that active marketing is more effective in reaching out to potential customers and building relationships, as opposed to passive marketing strategies that rely on customers coming to the business independently. Kennedy encourages listeners to consider their current marketing strategies and explore the benefits of active marketing for their businesses.Key Takeaways:Active marketing is more effective than passive marketing for acquiring new customers.Passive marketing strategies, such as social media advertising and Google AdWords, are still important in the digital age.Business-to-customer (B2C) companies should participate in passive marketing strategies.Active marketing is effective for business-to-business (B2B) and relationship-based selling.Consistency with active marketing strategies leads to success in acquiring new customers.Active marketing allows businesses to reach out to potential customers instead of waiting for them to come to the company.Passive marketing relies on customers coming to the company and requires them to jump through hoops to make contact.Receiving feedback and support from customers is motivating and positive.A website is a passive marketing strategy that provides information about a company.Active marketing is more effective in getting potential customers to take action and make a purchase.Active marketing is particularly important when there is competition from other companies offering similar products or services.Building a relationship and trust with customers is crucial for business success.

15 Mar 202337min

In Episode 10 of The Business Development Podcast, host Kelly Kennedy welcomes guest Deanna Kean, President of Solace Safety Solutions. The episode begins with both Kelly and Deanna expressing their gratitude for the support they have received and the success they have achieved in growing their businesses. They reflect on the challenges they faced during the uncertain times of the COVID-19 pandemic and how they had to adapt their strategies to continue providing services to their clients. Deanna shares her passion for safety and the commitment Solace Safety Solutions has in providing qualified and experienced personnel for their clients' needs. They discuss the importance of standing out in the industry and offering unique services to differentiate themselves from competitors.Throughout the episode, Kelly and Deanna emphasize the value of conviction and belief in what you are selling as a business owner. They share their own experiences in making cold calls, facing rejection, and overcoming the fear of making another phone call. They provide tips and tricks for new entrepreneurs and highlight the importance of continuous learning and growth. They also discuss the challenges they faced in starting their businesses and offer insights into their strategies for success. The episode concludes with both Kelly and Deanna expressing their excitement for the future and their commitment to providing valuable information and experiences to help listeners grow their businesses.Key Takeaways: Starting a business during uncertain times, like the COVID-19 pandemic, requires adaptability and the ability to switch directions and come up with new plans.Providing excellent customer service and valuing the trust and support of clients is essential for business growth and success.Building conviction and belief in the product or service being sold is crucial for effective pitching and marketing.Learning from mistakes and replicating successes can help new entrepreneurs avoid common pitfalls and achieve desired outcomes.Collaboration and transparency between business owners can bring value and provide tips and tricks for new entrepreneurs.Persistence and overcoming rejection in sales and business development are important for growth and success.Choosing the right clients and being selective in business partnerships can contribute to long-term success.Offering unique services or approaches can help a business stand out and attract attention in a competitive industry.Providing qualified and experienced personnel in a specialized field, like safety consulting, can be a valuable proposition for clients.

12 Mar 202339min

In Episode 9 of The Business Development Podcast, host Kelly Kennedy expresses his gratitude to the listeners for their support and positive feedback. He emphasizes the importance of target lists and targeting clients for effective lead generation and marketing efforts. Kelly encourages business owners, entrepreneurs, and high-level business development representatives to reach out if they have valuable insights to share as potential guests on the show. He reiterates the significance of understanding the specific industries and companies that could benefit from a product or service, rather than assuming that everyone knows or needs it. Kelly also discusses the need for proper marketing materials tailored to the industry and the importance of building relationships with potential customers before expecting them to try a new innovation.In the second part of the episode, Kelly delves deeper into the topic of target lists and targeting methods. He advises listeners to create target lists based on industry and location and shares the importance of identifying the right person to approach within a company. He cautions against marketing to the wrong industry and emphasizes the need to attach the correct marketing materials to specific industries to enhance marketing endeavors. Kelly acknowledges the positive reception from listeners and expresses his commitment to continue delivering value week after week. He also addresses the challenges of introducing a new product or service and advises building trust and credibility before expecting potential customers to try it. Overall, Episode 9 focuses on refining targeting methods, understanding customer needs, and effectively marketing products and services to specific industries and companies.Key Takeaways:Targeting clients and lead generation are important topics in business development.It is essential to identify the specific industries and companies that need your product or service.Building relationships with potential customers takes time and effort.It is crucial to have marketing materials that are targeted towards the right industry.Speaking to the right person within a company, such as the quality director or manager, is important for successful sales.Understanding the market and competition is crucial before attempting to sell a new product or service.

8 Mar 202330min

Episode 8 of The Business Development Podcast with McKinley Hyland focuses on the challenges and rewards of starting a business. McKinley shares his personal experiences and perspective on the topic, emphasizing the importance of passion and taking initiative. He advises listeners not to wait for the right time to start a business, as the perfect moment may never come. McKinley also highlights the need to approach business development in a way that feels authentic and right for oneself, rather than following conventional methods. He encourages aspiring entrepreneurs to jump into their ventures with hopes and dreams, and reiterates that success often stems from doing what one loves and excels at.In this episode, McKinley speaks with fellow entrepreneur Kelly Kennedy, who shares his journey of starting his own company, Maverick NDT Inspection. They discuss the challenges he faced in getting his business off the ground and the importance of perseverance and taking risks. Kelly emphasizes the need for innovation in his industry and expresses his excitement about shaking things up. McKinley praises Kelly's initiative and highlights the value of implementing new ideas to drive business growth. They both agree that there is never a perfect time to start a business and stress the importance of not letting naysayers hold one back. Overall, the episode offers valuable insights and advice for aspiring entrepreneurs looking to pursue their dreams and make a mark in their respective industries.Key Takeaways:The right time to start a business will never come, so it's important to take the initiative and jump in.It's important to do business development in a way that feels right for you and not necessarily follow what others are doing.Being good at a job is often a result of passion and skill.Starting a business can be scary and requires putting yourself out there, but it can lead to great rewards.Innovation and shaking up industries can lead to success.It takes time, effort, and repetition to be successful in business development.Believing in the service you provide and having passion for it can make marketing easier.Building strong and valuable relationships is more important than squeezing out every deal.Learning from experienced business owners and receiving expert advice can be valuable in growing a business.

5 Mar 202352min

In Episode 7 of The Business Development Podcast, host Kelly Kennedy emphasizes the importance of using a Customer Relationship Management (CRM) system for businesses. He defines a CRM as a set of integrated software solutions that track, manage, and store information about current and potential customers. Kennedy strongly advocates for the use of a CRM by sales or account management teams, as it allows for centralized access to customer insights and improves operating processes. Without a CRM, companies may miss growth opportunities and lose potential revenue. Kennedy also explains how he utilizes a CRM in his own company, Capital Business Development, to effectively manage customer relationships and sales leads.In addition, Kennedy provides practical advice on setting up a CRM flow correctly. He advises consistently inputting accurate and complete data into the CRM to maximize its effectiveness. By doing so, businesses can easily track and report on the number of contacts made and meetings scheduled. Kennedy also highlights the importance of reviewing and following up with current customers, as well as the need to move contacts through different stages in the CRM based on their progress in the sales process. Overall, he emphasizes that using a CRM is crucial for sales and business development teams and recommends popular CRM programs like Pipedrive, Salesforce, Zoho, HubSpot, and Fresh Sales.Key Takeaways:Using a CRM system is essential for managing and tracking customer information in business development and sales.Centralizing customer data in a CRM allows for better organization and collaboration among team members.A CRM helps businesses optimize operating processes and maximize customer relationships and sales leads.Consistently inputting accurate data into a CRM is crucial for its effectiveness.CRMs provide valuable insights through reports and analytics on customer interactions and contact efforts.Popular CRM programs include Pipedrive, Salesforce, Zoho, HubSpot, and Fresh Sales.

1 Mar 202322min