My firm sells and executes retained executive search projects and I was recently asked to offer some Business Development insights and training for my staff. My first profession during the first 3 years after college was teaching so this is fun for me and I enjoy influencing my staff.
As I began thinking about what I have learned on the BD side over my 18 year executive search career, I thought of David Hoffmann and Martin Pocs of Dhr International (who I worked with and for from 1997-2010 before going out with my own firm in December, 2010). David is the Founder of Dhr International and Martin is Vice Chairman and I was influenced positively and greatly by both.
Here is the condensed version of business development “truths” that has worked for me over the years:
1) Aim for 3 business development meetings per week with hiring executives or 150 meetings per year
2) Meet with the right person (CEO, CFO, COO, VP HR or highest level HR person)
3) Simplify your pitch. Paint pictures with your words. People do not have the time to absorb too much information at once
4) Genuine sincerity, enthusiasm and energy sells very well
5) Never, ever, interject a negative in a BD meeting. Bring your “A” game. Your pitch is your “interview”
6) People want to deal with others who are successful. Carry yourself with an aura of success and true confidence
7) If clients feel they are comfortable with you and that you bring true passion to your work, they will do business with you
I was lucky to have wonderful mentors who helped me develop as a business development professional selling and executing executive search services. I hope I can do the same for my team now.
