Stop Hunting. Start Planting!

What do you do with business development when you’ve already won more work than you can deliver?

One of my clients is living that question right now. They went whale hunting, and it worked!

They landed the big projects. The backlog is full. And their delivery teams are stretched as far as they can go.

So is the BD work done? Not even close. It just changes shape.

I call it the shift from whale hunting to seed planting, and it’s the subject of this week’s vlog.

Here’s what I’m asking leaders to do in this season:

1. Invest instead of chase. Use this window to position for the markets you want next and to deepen the relationships you already have.

2. Redefine the win. If your team only knows how to celebrate new deals, they’ll keep chasing them. Tell them what success looks like right now: quality delivered and relationships protected.

3. Tell Clients the truth about your capacity. Then stay in the relationship through smaller “tweener” projects, so you’re still in the room when the next big one comes around.

Seed planting takes patience.

I won’t pretend it’s as exciting as the hunt! But the firms that plant while they’re busy are the ones with something to harvest when the backlog burns off.

Where is your firm right now, hunting or planting?

Hit reply and tell me or reach me at dlandry@authentizity.com.

Also, if you haven’t already subscribed, you can subscribe to my YouTube channels at https://www.youtube.com/@TheAuthentizityProject and https://www.youtube.com/@dawnflandry.

#whalehunting

#seedplanting

#businessdevelopment

#doerseller

#sellerdoer

#bddynamics

#authentizity

#dawnflandry

#theauthentizityproject

Is It Time to Leave Your BD Job? Or, Time to Get Rid of Your BD Rep?

Do you still believe in what you're selling? Do your people (if you lead a BD team)? 

I ask because I've watched what happens when the answer is no and the rep stays anyway. 

The energy goes first. Then the follow-through. Then the results. Sometimes the client relationships go with them. 

In my experience, I can't sell what I don't believe in. I would start a job super energetic/passionate, drinking the proverbial Kool-Aid. 

Then about two years in, I'd see the internal "warts" (i.e., the real difficulties in both leadership and operationally) would show themselves. 

That's when I knew that a decision must be made! 

In this week's vlog I walk through both sides of it: 

1. Remembering why we joined. Something made us say yes. It's up to us to find it, and ask whether it's still true. 

2. Or it's time to leave. If we can't get the belief back, staying isn't loyalty. It's a slow death we don't control. 

NOW, if you lead a business development team, read this part twice: 

• Your people need your support whether they admit it to you or not. 

• Gallup estimates that replacing an employee costs one-half to two times their annual salary, and that doesn't count the client relationships that walk out the door with them. Your job is to give your people a reason to say yes again. 

Wherever you sit, here's what I'd do before the year ends. Ask them: 

1. What's working? 

2. What isn't? 

3. What support do you need to perform at your best? 

Own the answers. Nobody else can do that part for you. 

And if you'd like a strategic partner to ideate with you while you sort it out, let's talk! 

Reply to this email or reach me at dlandry@authentizity.com

Here's to finishing the year with eyes wide open! 

Also, if you haven’t already subscribed, you can subscribe to my YouTube channels at https://www.youtube.com/@TheAuthentizityProject and https://www.youtube.com/@dawnflandry.

When BD Goes Wrong (and What to do Next)

 You were sure you had that one.

 The relationship was there. The proposal was strong. And then the email came: "We've decided to go another direction."

Every BD leader has a loss that still stings. The question isn't whether it happened. It's what you do next!

In this week's vlog, I get honest about business development blunders and what to do when your efforts go sideways.

My advice?

1. Step back before you push harder.

2. Pull 3 to 4 years of data on your wins, your losses, and where your referrals came from. The pattern is almost always hiding in plain sight. What worked before? Who sent you your best clients? Where did you stop showing up?

3. Then look at it through the lens of Relationship Intelligence™: how well you know yourself, how you connect with others, how deeply you understand your client, how their organization actually makes decisions, and where the market is heading.

With year-end retooling on the horizon, this is the moment to get clear, not busy.

What's the BD loss that taught you the most?

#BDblunder #BDlosses #businessdevelopment #BDstrategy #winlossratio #relationshipintelligence #selfintelligence #interpersonalintelligence #clientintelligence #organizationalintelligence #marketintelligence #bddynamics #authentizity #dawnflandry #theauthentizityproject

#BDblunder #BDlosses #businessdevelopment #BDstrategy #winlossratio #relationshipintelligence #selfintelligence #interpersonalintelligence #clientintelligence #organizationalintelligence #marketintelligence #bddynamics #authentizity #dawnflandry #theauthentizityproject

The Impact of Culture on Business Relationships

In today's vlog post, I highlight insights from Erin Meyer's book "The Culture Map" about how cultural backgrounds impact business relationships and client cultivation/development styles.

Cultural differences affect our sales approaches, communication styles, and negotiation processes, particularly when working with international clients and teams from different geographic regions.

I speak firsthand about my first experiences with developing business relationships that came from my early career Louisiana roots. My history includes lessons learned from door-to-door sales about the importance of building rapport before discussing business matters.

It's during those times that I developed my philosophy that: "You have to get to the relationship before you get to the ask."

Want to discover more about how your culture affects your business development style? Contact me today at dlandry@authentizity.com.

#culturemap #cultureinbusiness #businessdevelopmentstyle #communication #negotiation #relationshipintelligence #bddynamics #authentizity #dawnflandry

What Kind of Responder Are You?

Effective client relationships are built by being fully present, avoiding assumptions, resisting the urge to rush conversations, and genuinely seeking to understand our clients' pain points. It’s been a year since I became a Listening Intelligence™ Certified Practitioner. In that time, I have facilitated many teambuilding consulting and executive coaching sessions as my clients discover their listening preferences: Connective, Reflective, Analytical, Conceptual. I love the program, but it doesn't dive far enough into how we respond, in my opinion. You see, I believe that most of us "listen with the intent to respond rather than with the intent to understand", as so famously quoted by Stephen Covey. In my own observations (through life's challenges), I have discovered that there are at least three types of responders: o The Domineering responders o The Manipulative/Condescending responders o The Patient, Presence Dweller responders In today's vlog post, I define these types and highlight how they directly parallel our business development interactions with our clients. True trusted advisor status is achieved through knowing how to respond and remain present in conversations. Want to discover more about your listening preference or explore how you best respond? Contact me today at dlandry@authentizity.com. #communication #listeningintelligence #goodresponses #staypresent #relationshipintelligence #bddynamics #authentizity #dawnflandry

One of the most common questions that I get from professionals new to business development is about the timing of follow up.

You get it. You've had a wonderful client meeting and you're now wondering what the appropriate amount of time needs to lapse before it's time to call upon them again.

In today's vlog post, I address this very challenge, emphasizing that the approach should be tailored to the specific relationship and context rather than using a one-size-fits-all strategy.

Follow-up should be based on genuine connection points, whether personal (such as shared interests or upcoming events) or professional (such as project timelines), and should always offer value to the client rather than feeling like pestering -- or even worse: STALKING! Want to learn more about the importance of maintaining authentic relationships and avoiding the perception of over-pursuing clients?

Contact me today at dlandry@authentizity.com.

#bddynamics #nostalkingallowed #relationshipsintelligence #authentizity #dawnflandry

How Do You Like To Be Sold To?

In today’s vlog post, I ask viewers to reflect on the best business development or sales experience that they’ve recently had.

When we can identify how we like to be sold to, then we can get closer to defining our own sales approach.

There will always be those of us who prefer getting projects complete to what feels like distractions of small talk in people interactions. And that’s ok.

However, it’s important to remember when forming client relationships that neglecting relationship building might lead to losing clients to competitors over time.

This is one of the many business development topics that we’ll dig into in upcoming episodes of the Authentizity Project podcast.

BTW — If you haven’t already subscribed, you can subscribe to my YouTube channels at https://www.youtube.com/@TheAuthentizityProject and https://www.youtube.com/@dawnflandry.

Click here to watch, then contact me to learn more and today at dlandry@authentizity.com!

#successfulBD #clientrelationships #projectsorpeople #BDtips #salesstrategies #bdconsultant #bdstrategy #businessdevelopment #relationshipintelligence #listeningintelligence #bddynamics #businessdevelopmenttraining #BDcoaching #doerseller #sellerdoer #bdconsulting #authentizity #dawnflandry

Let’s Play BD Bingo: Making BD Training Fun!

It’s now been more than a decade since I created the first iteration of BD Dyanics. Through the years, I have continued to refine this business development training program designed specifically for technical doer/sellers. While much of it is informative and tactical, I also have worked fun and interactivity into the program.

In today’s vlog post, I demonstrate Authentizity’s “Let’s Play BD Bingo” game which competitively engages teams and reinforces key business development components including seeking win-win opportunities, forming and partnering collaboratively with our internal teams, and serving as a bridge builder during crises.

Click here to watch, then contact me to learn more and today at dlandry@authentizity.com!

BTW — If you haven’t already subscribed, you can subscribe to my YouTube channel at https://www.youtube.com/@dawnflandry.

Also, stay tuned for later in August. We have some great new (and free) resources being released soon!

#successfulBD #BDBingo #BDtips #salesstrategies #bdconsultant #bdstrategy #businessdevelopment #relationshipintelligence #listeningintelligence #bddynamics #businessdevelopmenttraining #BDcoaching #doerseller #sellerdoer #bdconsulting #authentizity #dawnflandry

With more than 275 vlog and blog posts, as well as magazine articles and my soon to be released podcast: The Authentizity Project, the Lost Art of BD, my strategy regarding content creation has never been about putting my content behind paywalls. 

In fact, I dislike the term “monetize” because it feels so transactional.

However, I do have one ask for you. When you can, please subscribe to my YouTube channel (https://www.youtube.com/@dawnflandry) and consider purchasing my book(s). These small areas of support help for the greater cause of branding Authentizity. 

Winning With Whiskers Book Discussion

In today's vlog post, I reflect upon my bestselling book "Winning With Whiskers™". The fable's purpose is to help people understand themselves and their effectiveness in relationship cultivation/development in business settings. 

How and why I created "Winning with Whiskers™":

• Evergreen in its concept – it is applicable no matter the people, industry, market conditions, etc.

• It adds some fun and lighthearted elements that we can reflect upon to understand how we relate and connect to others.

• It is not to make the subject simple or cartoonish; nor is the intent to be representative of all individuals.

• It is about helping us see and value our uniqueness in the way that we cultivate and advance our business relationships.

Business Relationship Building Strategies

While the fable begins with Gigi, the client, the story is really about the four service providers as represented in these characters: Stevie the entertaining sea lion, Harlie the workhorse, Dannie the loyal older dog, and Rockie the robot. 

Business relationships depend on understanding one's unique “whiskers” to connect and find common ground with others. The book closes with a Takeaway Summary including 

“You won’t connect with everyone and that is okay. They are not your people. You have to find your people. They are out there.”

With some self-reflection, which character resonates most with you? How do you form relationships?

Want to learn more? Contact me at dlandry@authentizity.com today.

GET YOUR COPY TODAY: Winning with Whiskers™ is available on Amazon at: https://www.amazon.com/dp/1735354066.

— Dawn F. Landry

#winningwithwhiskers

#businessfable

#businessrelationships

#authentizity

#dawnflandry

#booklaunch

#publishedauthor

#pubday

#bestsellingauthor

#Amazon

#Amazonauthor

Are You a Friend of Your Clients’ Firms?

One of the highest compliments that Authentizity ever received was when I had a client introduce me as a "Friend of his Firm." To me, that terms means that I am a trusted advisor and partner rather than just a service provider or average consultant.

In today’s vlog post, I particularly drill down on the concept of the “Trusted Advisor Equation”. Building trust with clients, includes credibility, reliability, intimacy, and self-orientation. Most importantly, relationship-building overrides all of these components.

As promised in this Vlog Post, here is the link to more information about Relationship Intelligence™ and authors, Green and Howe’s Trusted Advisor concept:

And if you are a Friend of the Firm, then don’t take it for granted. Stay intentional with your relationships so that they don’t slip away.

Click here to watch, then contact me to learn more and today at dlandry@authentizity.com!

#friendofthefirm #clientoutrrach #clientretention #bdconsultant #bdstrategy #businessdevelopment #relationshipintelligence #listeningintelligence #bddynamics #businessdevelopmenttraining #BDcoaching #doerseller #sellerdoer #bdconsulting #authentizity #dawnflandry

Too Busy for Client Outreach & Business Development

Are you too busy for your client relationships? It’s simple cause and effect. 

It's easy to fall into the trap of being too busy with billable work to maintain client connections. However, if we aren't intentional to our client relationship management, and don't deliberately calendar block for outreach to important clients, then significant time periods can pass without contact. Neglecting these relationships can lead to competitor advantages and lost business opportunities. 

An easy way to think about maintaining client relationships includes an analogy of tending to spinning plates. As promised in this Vlog Post, here is the link to my Spinning Plates Theory Blog Post: https://www.dawnflandry.com/articles/spinning-plates-and-long-term-relationships. 

Client retention is always easier than new client business development. This is supported by the 80-20 principle where 80% of our business should come from 20% of existing clients. 

Dawn encouraged attendees to be intentional with their client relationships and offered to provide tips on how to do so effectively.

Please contact me if you want to learn more tips about staying intentional to your client relationships. 

Click here to watch this vlog post then contact me and schedule an Executive Brief today at dlandry@authentizity.com!

#clientoutrach #clientretention #bdconsultant #bdstrategy #businessdevelopment #relationshipintelligence #listeningintelligence #bddynamics #businessdevelopmenttraining #BDcoaching #doerseller #sellerdoer #bdconsulting #authentizity #dawnflandry

Seed Planting in Business Development

What you would do if your current business disappeared tomorrow? I know. It’s a terrible thought but it must be considered.

The worst time to think about advancing your business is when you need it most. Carve out time during your busy seasons to plan for future transitions and diversification.

Which markets make the most sense for you to transition to?Now determine future, realistic goals to penetrate that work. Finally, work backwards from those goals to determine your strategy and the necessary steps your business (and you!) need to make in the next six months.

It’s similar to how a farmer plants seeds to harvest for the future. This concept has guided my own business strategy and growth of Authentizity, since its inception over nine years ago.

Want to learn more? Click here to watch this vlog post then contact me and schedule an Executive Brief today at dlandry@authentizity.com!

#seedplanting #harvestseason #bdconsultant #bdstrategy #markettransition #relationshipintelligence #listeningintelligence #bddynamics #businessdevelopmenttraining #BDcoaching #doerseller #sellerdoer #bdconsulting #authentizity #dawnflandry

Projects or People? Which do you prefer?

Are you naturally wired to projects or to people?

Now be honest with yourself. Which gives you more enjoyment and motivation in your day: completing tasks, or being around your colleagues, clients, allies, etc.?

For instance, project-oriented workers thrive on to-do lists and task completion; while people-focused workers prioritize relationship building.

Knowing which drives us can help us to balance both aspects of our performance and to identify peak productivity for ultimate and long-term business success.

Want to learn more? Contact me and schedule an Executive Brief today at dlandry@authentizity.com!

#projectsorpeople #executiveconsultant #leadershipcoach #executivecoach #flowzone #strengthzone #CliftonStrengthscoach #presentationcoach #relationshipintelligence #listeningintelligence #bddynamics #businessdevelopmenttraining #BDcoaching #doerseller #sellerdoer #bdconsulting #authentizity #dawnflandry

How to Get the Most Out of Your Coach…

Do you have a coach/consultant/partner? Do you know how to maximize your investment — both in time and budget?

In today’s vlog post, I outline three considerations about coaching: 1) the Importance of Professional Coaching, 2) Effective Coaching Session Strategies, and 3) the Importance of a Mutual Coaching Relationship.

Highlights include:

Importance of Professional Coaching

Drawing parallels to how athletes rely on coaches and psychologists, I emphasize that successful business professionals leverage their coaches by being vulnerable and open. While some people approach coaching defensively, especially if it's offered by their company, I believe that all professionals could benefit from having a coach.

Effective Coaching Session Strategies

When determining the effectiveness of coaching sessions, I have witnessed that the best results come when coaches are open and prepared with specific topics to address during the session. For instance, I have a client who comes to each of his monthly coaching sessions fully prepared with a list of questions. This always leads to productive and energizing discussions.

Mutual Coaching Relationship Importance

Finally, I can’t emphasize how important a mutual client-to-coach relationship is to the sessions’ success. Both the coach and client must actively engage and be vulnerable to see significant results.

Click here to watch the full vlog post where I share my own personal experience working with my coach. Well in advance of our appointments, I identify specific challenges for us to work on. During our sessions, I seek her guidance on blind spots in my business and sometimes in the tactical projects I’m producing. I have no ego with my coach, nor do I present myself as knowing everything.

As promised, I have included a blog post that I wrote several years ago about hiring a coach here: https://www.dawnflandry.com/articles/want-to-improve-get-a-coach-consultant-or-trainer?rq=coach

Want to learn more? Contact me and schedule an Executive Brief today at dlandry@authentizity.com!

#maximizecoaching #executiveconsultant #leadershipcoach #executivecoach #flowzone #strengthzone #CliftonStrengthscoach #presentationcoach #relationshipintelligence #listeningintelligence #bddynamics #businessdevelopmenttraining #BDcoaching #doerseller #sellerdoer #bdconsulting #authentizity #dawnflandry

What's Motivating You These Days? 

Have you paid attention lately to those areas of your work where things just flow easily out of you and when you talk about them your friends say that your face lights up?

That’s a "sweet spot" where your greatest strengths are being maximized for their good.

Click here to watch the full vlog post where I share about my recent experience where I felt great fulfillment when helping a client on his board presentation.

And here’s your Public Service Announcement for the week: We must be intentional and stop to identify activities that inspire and motivate us. That way, we can works towards finding and enjoying the aspects of our work that bring joy and create positive outcomes.

Want to learn more? Contact me and schedule an Executive Brief today at dlandry@authentizity.com!

Enjoy this glorious new week,

Dawn

#Mondaymotivation #inspiration #executiveconsultant #leadershipcoach #executivecoach #flowzone #strengthzone #CliftonStrengthscoach #presentationcoach #relationshipintelligence #authentizity #dawnflandry

Growth Intelligence, the Fifth and Final Component of Relationship Intelligence™ 

This is Day Five of this week’s vlog series which delves into the 5 Components of Authentizity’s Relationship Intelligence™.

You made it!

In today’s post, I discuss the impact of Growth Intelligence on our service-based, technical businesses, including the importance of proactive planning for future market shifts.

The best time to advance into new service lines or territories is not when we need the work; it’s when our backlog is solid and we have the freedom (and budget) to try out new things and possibly fail forward.

Additionally, I recommend conducting qualitative client surveys to understand the competitive landscape and help to hone in on our differentiators. By planting strategic "seeds" today, it will benefit our organizations into the future and beyond...

Click here to watch the full vlog post.

Then join me all week as I feature each of the components of Authentizity’s Relationship Intelligence™ including: - Self Intelligence - Interpersonal Intelligence - Client Intelligence - Organizational Intelligence and - Growth Intelligence (See the graphic here as it outlines each component at a high-level.)

Want to learn more? Contact me and schedule an Executive Brief today at dlandry@authentizity.com!

NOTE: Relationship Intelligence™ is a proprietary business development category pioneered by Authentizity. It is a new standard — where relational clarity becomes the engine for measurable, sustainable business growth.

#relationshipintelligence #selfintelligence #interpersonalintelligence #clientintelligence #organizationalintelligence #growthintelligence #clientrelationships #bdtraining #businessdevelopmenttraining #technicalsales #achievementsinBD #businessdevelopment #doerseller #sellerdoer #listeningintelligence #cliftonstrengths #bddynamics #authentizity #dawnflandry

Organizational Intelligence, the Fourth Component of Relationship Intelligence™ 

This is Day Four of this week’s vlog series which delves into the 5 Components of Authentizity’s Relationship Intelligence™.

In today’s post, I discuss Organizational Intelligence because in service-based, technical businesses, our Clients don’t hire companies, they hire the professionals who work for them.

With solid Organizational Intelligence built upon internal credibility within an organization, we maintain trust with our colleagues. Rather than competing internally, we are perceived as partners to effectively support one another in our advancement of our Client relationships.

It’s just another component of Client Retention. And yes; keeping your Clients IS business development. It’s far easier to keep Clients than it is to start from scratch with new ones!

Click here to watch the full vlog post.

Then join me all week as I feature each of the components of Authentizity’s Relationship Intelligence™ including: - Self Intelligence - Interpersonal Intelligence - Client Intelligence - Organizational Intelligence and - Growth Intelligence (See the graphic here as it outlines each component at a high-level.)

Want to learn more? Contact me and schedule an Executive Brief today at dlandry@authentizity.com!

NOTE: Relationship Intelligence™ is a proprietary business development category pioneered by Authentizity. It is a new standard — where relational clarity becomes the engine for measurable, sustainable business growth.

#relationshipintelligence #selfintelligence #interpersonalintelligence #clientintelligence #organizationalintelligence #growthintelligence #clientrelationships #bdtraining #businessdevelopmenttraining #technicalsales #achievementsinBD #businessdevelopment #doerseller #sellerdoer #listeningintelligence #cliftonstrengths #bddynamics #authentizity #dawnflandry

Client Intelligence, the Third Component of Relationship Intelligence™ 

This is Day Three of this week’s vlog series which delves into the 5 Components of Authentizity’s Relationship Intelligence™.

In today’s post, I discuss Client Intelligence because without our Client Relationships, we have no business.

As a result of excellent Client Intelligence, we are able to build deep, long-lasting client relationships based upon trust. And while credibility and reliability are important, the key to establishing trust is knowing and customizing the experience for each client. Strong client relationships can be tested during challenging situations to morph into trusted advisor status. This ultimately leads to client loyalty and sustainable business growth.

Click here to watch the full vlog post.

Then join me all week as I feature each of the components of Authentizity’s Relationship Intelligence™ including: - Self Intelligence - Interpersonal Intelligence - Client Intelligence - Organizational Intelligence and - Growth Intelligence (See the graphic here as it outlines each component at a high-level.)

Want to learn more? Contact me and schedule an Executive Brief today at dlandry@authentizity.com!

NOTE: Relationship Intelligence™ is a proprietary business development category pioneered by Authentizity. It is a new standard — where relational clarity becomes the engine for measurable, sustainable business growth.

#relationshipintelligence #selfintelligence #interpersonalintelligence #clientintelligence #organizationalintelligence #growthintelligence #clientrelationships #bdtraining #businessdevelopmenttraining #technicalsales #achievementsinBD #businessdevelopment #doerseller #sellerdoer #listeningintelligence #cliftonstrengths #bddynamics #authentizity #dawnflandry

Interpersonal Intelligence, the Second Component of Relationship Intelligence™ 

This is Day Two of this week’s vlog series which delves into the 5 Components of Authentizity’s Relationship Intelligence™.

In today’s post, I discuss Interpersonal Intelligence and its internal importance in ultimately achieving Client Loyalty.

Within Interpersonal Intelligence as leaders is the importance of understanding what motivates and demotivates their team members, as well as their team members’ internal uniqueness. This is vital when deepening internal colleague relationships to advance client loyalty through excellent client experiences.

Click here to watch the full vlog post.

Then join me all week as I feature each of the components of Authentizity’s Relationship Intelligence™ including: - Self Intelligence - Interpersonal Intelligence - Client Intelligence - Organizational Intelligence and - Growth Intelligence (See the graphic here as it outlines each component at a high-level.)

Want to learn more? Contact me and schedule an Executive Brief today at dlandry@authentizity.com!

NOTE: Relationship Intelligence™ is a proprietary business development category pioneered by Authentizity. It is a new standard — where relational clarity becomes the engine for measurable, sustainable business growth.

#relationshipintelligence #selfintelligence #interpersonalintelligence #clientintelligence #organizationalintelligence #growthintelligence #clientrelationships #bdtraining #businessdevelopmenttraining #technicalsales #achievementsinBD #businessdevelopment #doerseller #sellerdoer #listeningintelligence #cliftonstrengths #bddynamics #authentizity #dawnflandry