Business - Business Development

  

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If you want to contact me:
Email Tim
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timb@timbriggs.com

 

 

I distinguish the Business Development (BD) part of business from the others because Business Development is often overlooked and all too commonly abused.
Business Development
(A course of action to present the good or service to the right audience)
 

In fact, the Business Development function in business is typically largely unsupported.  Too many companies are thinking of business development staff as easily replaceable and the pay configurations demonstrate that.  Look at job listings ads for BD roles.  They typically show that the company does not pay these employees a base pay or salary or even their expenses.  In fact, many don't or won't even call these folks employees.  Too many companies define BD roles as commission-only, long houred, indentured, easily replaceable contract labor... without a contract!

Often heard are the platitudes of "We're looking for hungry people,"  or "We want the hunter attitude."

The BD rep is often separated from sales.  They are often put below the sales team.  I was recently consulting a company & they asked me to sit in on a BD training session.  Their trainer actually told the BD reps that they should not try to sell because they would "certainly screw it up."  And that they must leave the sales role to "the real/professional sales people."  The trainer even told them that any BD person who tried to make a sale or made sales type statements would be "fired on the spot."

Besides the sheer negativity of that training session, I suggested that they should not insult their BD staff.  I told them these folks are human beings and deserve far better than that.  They said the turnover was so high, they had learned to not value the BD department.  They used the phrase, "We put the fear of God in them to make them perform." I suggested that they might want to think that it may well be the treatment they are spewing out that is causing the high turnover.

I can only hope they take that advice to heart.  Even if they call for more consultation, I doubt I will go back there.

In my opinion, the true Business Development person is an essential person for the success of a business.  And I submit that a real business development professional could also be called a Business Development and Expansion Professional.  So any time business is wanting to expand, add a function, add a new branch, or grow in any other way, it is the true Business Development Professional that will give them the best chance for success.

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