Useful Tips for Business Development

Mastering the process

Fully committing to BD means a big shift in mindset. In more buoyant markets, enough networking, emails, calls and voicemails publicising your services will make something happen.

But in today’s situation things are different – recruiters need to distance themselves from their competitors, and develop sales techniques that put their offering in a new category.

Most importantly – they need to convince clients to give them an opportunity to perform, and offer them a solution that’s hard to refuse.

More than ever before, recruiters need to make things happen.

It takes planning, it takes determination, and it takes hard work.

Research

To maximise chances of success in a tight BD market, research is everything. Recruiters should look to build near-instant credibility and commonality with clients, built off a strong base of information on the role, manager and company.

Along with basic research on the business, this should also include any and all shared history:

• Have you worked with their competitors?
• What do you know about the company the manager worked at previously?
• Do you have any common connections?

Researching the job itself goes well beyond reading the vacancy or ad.

To stack the odds of a successful intro call, try calling through your network to build understanding about the role and team before even thinking about approaching the manager.

As well as members of the team, consider other angles – maybe even the manager’s manager.

Try and identify:

• Who does the company (or team) usually hire from? What backgrounds?
• Who are other key influencers in the hiring process?
• Can you get direct contact information (mobile number) for the manager?

 Quick source

Once you’re prepped, you’ll need to line up a candidate profile that will blow the hiring manager away – a profile so strong it’s a check-mate move to all of their possible objections.

This candidate may have:

• Worked for a competitor, or a company they like to hire from
• Have recent, relevant references already taken
• Have completed recent skills tests or assessments (and aced them)
• Have a long list of relevant quantifiable achievements (‘ROI examples’)
• Have a pre-recorded video interview ready to send

With a well-mapped understanding of the role, client and hiring manager, together with your superstar candidate, you’re ready to consider your ideal approach.

 Plan the pitch

Opening the dialogue with the manager means choosing the right route.

Each one has pros and cons, depending on your knowledge of the company, the circumstances (how recently the job was posted) or any ‘ins’ you may have to take advantage of.

Choose between:

• Direct approach – let the client know you saw they’re hiring, and go straight for the bullseye with how you can help
• Indirect approach – without referencing their active hiring needs, present yourself and your services as a high value-add partnership, and break the ice before jumping to open roles
• Referral – if you have a recommendation to get in touch or any mutual contacts, lean on this as a way to initiate dialogue
• Call as a candidate – check job boards and your CRM to see if you have information on the manager as a candidate. If so, consider a candidate-first angle – introduce yourself and your network, and bring the discussion around to current hiring.

 The current economy is about selling.

Selling smart, selling persuasively, and not giving up at the first obstacle.

Your recruitment competition will slip up at every stage – poor planning, weak pitch, and happy to take the first ‘no’ for an answer.

By digging deep and pushing for a new level of detail and precision in BD work, you can open up lucrative new engagements and prepare your teams and desk for the uptick ahead.

Read our 20 tips to be successful in business development coming directly from professionals working on it everyday.

1. Be humble

We believe this tip deserves to be on top of the list. No matter how talented you are or how quickly you grow. Staying humble is the only way to keep growing and become better every day.

Don’t let success get over your head. Respect everyone that comes across your path and understand that you can always learn something from anyone.

2. Know your worth

In the same way as you stay humble, learn also to recognize your strengths and make use of them. As young business developers you might be still figuring out what they are. 

But learn early on in your career that everyone is able to deliver value. And you are no exception. Learn how much you are worth and make sure people know what you have to offer. 

3. Be curious

Curiosity, especially in business development, is not only a nice to have. It’s key in building the right mindset and be able to spot opportunities.

Be interested in what’s going on around you. Observe and be enthusiastic about your job. Practice curiosity at any occasion.

4. Communication is the key

Learn early on that good communication is the basis for your success. Understand that every person is different and you need to adapt your style.

Being a good communicator means finding a common ground with your interlocutors. Make them feel understood and you’ll win them over.

5. Listen more than you talk

Next to talking, learn to listen. But really listen to what others are saying. You can get so much information and understand so much just by letting the other do the talking.

Start practicing with some of your colleagues or friends and really commit to listen to anything they say. Trust us, it sounds easier than what it is. 

6. Don’t be scared to ask questions

Don’t be afraid to ask questions. Especially if you’re new in the field or in the company. Asking questions shows you care and you’re eager to learn.

Learn early on that not asking questions because you’re scared, actually damages you. It prevents you from growing and lets you stay just where you are at.

7. Get used to hearing NO

Getting a NO is a big constant in business development. After all, we try many different things to figure out what’s that one thing that actually works.

Don’t let a negative answer ruin your mood or motivation. Accept that it’s part of the process and every no is just one step closer to a yes.

8. Failure is the key to success

Just as getting NO’s, failure is also part of the process. Especially if you are an entrepreneur who’s just starting. Accept this, but don’t fear it. 

You’re gonna screw up and many things will not go the way you want. But see these events as learning points and move on from that. 

9. Practice patience

The sooner you learn this lesson the better is gonna be for your future career. Working in business development requires a lot of patience.

Ours is a long term game. It’s made of trial and error. You’ll talk with many people and try many different things. Be patient, give things and people the right time.

10. Never say never

Sometimes it’s easy to get caught in this game, especially when you’re young. You might be tempted to classify things based on your current beliefs.

Don’t make this mistake. Be open to possibilities and don’t let present impressions or feelings close doors for the future.

11. Work harder

This might sound a bit obvious. However, you should never let your success or comfort make you feel you arrived at your destination. If anything, do more of what you’re doing.

Keep working, harder than before. Improve yourself and aspire to become a better version of yourself everyday. 

12. Don’t stress too much

Work hard, but don’t stress too much. Let’s be honest, a small amount of stress can be positive. It pushes you to go the extra mile.

But don’t let it get under your skin. Realize early on that the key to be successful in business development is also taking care of yourself. Stress out, but not too much!

13. Be ambitious

The real difference between a successful and an average business developer is how passionate the first one is. Have big ambitions and work towards your goals.

You can basically achieve anything you want. However, if you lack ambition you’re just gonna stay in the big pool of average professionals. Know what you want and go for it!

14. Never stop learning

Being a learner is a big asset for any successful business developer. Consider yourself a toddler, even when you’re in business for decades.

Learning is what can set you apart from your peers. Be open, read books, talk to people, ask for advice and ultimately, put into practice what you learn from everyone around you.

15. Build long-lasting relationships

Focus on building long-lasting relationships. Don’t cut contacts with your university professors and friends. Or even ex-colleagues.

Realise that any contact you have today, can become an opportunity in the future. After all, you never know where life will bring you. Build a strong network.

16. Know your target

Whether you’re already working or looking for a new job, always have your target in mind. Know precisely what you’re aiming for and that will make your life a lot easier.

Spend time understanding who or what your target is. Constantly think about it and what you can do to achieve your goals. 

17. Don’t let success get over your head

Once you manage to be successful, don’t let it get over your head. Also, don’t quit your job as soon as you get some results.

In any job you take, there is always something new to learn. Business is in constant evolution. Don’t burn opportunities of growth out of arrogance.

18. Motivate yourself daily

Bad days happen to everyone. But don’t expect people to motivate you. Your manager, your boss, your clients can motivate you only to the extent you want to motivate yourself.

Find that one thing that drives you everyday and that you can turn to anytime you feel down. Ultimately, you’re on your own and the sooner you learn that, the faster you’ll recover from temporary setbacks. 

19. Do what you love and love what you do

Don’t settle for money or success. Work on things that make you happy and fulfilled. Realise that success and financial stability are not really good drivers when it comes to your daily job. 

Eventually you’ll feel miserable and you’re not gonna be successful. Choose your job carefully, and put your passions first.

20. Master your role and the opportunities will come

Last, in our tips to be successful in business development, focus on becoming better everyday. Do whatever is in your power to master your role.

Then relax, enjoy and opportunities eventually will come.