Bill Scheessele

COMMENTARY

COVID has changed BD with more changes to come

Regardless of whether your market is doing OK with business running normally, or your opportunities dried up and you are now scrambling to open new ones, the last 100 days of turmoil affects us all in some manner. This pandemic is drastic for some or more subtlety affecting others … but nowhere is there business as usual.

The economic shock has provoked the fastest and sharpest economic downturn in U.S, history. Now that third quarter has started, business is as uncertain as anything going forward. It is surprising that we have seen some record returns in the stock market. Nothing seems to be reacting “normally” causing us to wonder what we will experience as business development results going forward.

Without a doubt, we have experienced 100 days of challenges, change, and transition; and the remainder of the year will be the blueprint of what is going to be the new normal.

Business development leaders are on the point of the spear for economic growth and revenue generation regardless of the pace of change. They have always been in the field engaged with buyers making things happen. Now, tethered to working from home with the buyer doing likewise, and all support services remote, revenue growth takes new thinking, skills, process, and discipline along with craftly applied technology.

As one of our client leaders shared, “it’s like being in house arrest without the ankle bracelet”.

The MBDi training many of you experienced will serve you well during this crisis and can be easily tailored to the new normal of client engagement. Video conferencing and virtual contact utilizing a complementary CRM program are a critical necessity in the “going to be” world of business development.

Without making any reference to the political or social situation, a crucial issue facing BD personnel engaging prospects and those responsible for their ultimate success, is leadership.

Business development leadership is unique in that BD leaders must be well-anchored in their character development reflecting their own and the organization’s principles, values, and ethics. This is exhibited in their mission and purpose of helping customers during this time of rapid change. If you are not comfortable with yourself as an individual and as a BD professional right now, then you will not find affirmation through your interaction with customers.

Well-trained, well led, and motivated professionals are those who can and will capitalize on the uncertainty and change of the “going to be” world of tomorrow.

If you want to explore content on BD leadership and other relevant topics, access our website at http://www.mbdi.com/thought-leadership/.

If you feel you or your organization need help with BD challenges during these transitionary times, reach out and we’ll share what we are doing to assist others like yourself.

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About the Author

Bill Scheessele is the CEO of MBDi, a global business development services firm providing expertise in Business Development best practices in the national security, defense, scientific, energy and engineering industries. The firm offers BD consulting services in addition to education workshops to help BD professionals and teams identify hidden strengths, barriers to progress and opportunities for improvement. Learn more about MBDi, their revenue growth resources and their new virtual training options at http://www.mbdi.com or 704.553.0000.

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