This document provides 24 tips for business development, focusing on listening skills, adding value, networking, and persistence. Some of the key tips include developing listening as a key competence, practicing random acts of kindness to build a culture that cares, ditching shame about failure and learning from it, always adding value even when it's not about money, being patiently persistent by picking up the phone to make cold calls, and learning to share and network by attending events to meet new people. The overall message is that business development is about building relationships through active listening, helping others, learning from mistakes, and consistent outreach.

1. Business Development is a
Contact Sport

2. 24 Tips

3. You CAN change your habits

4. Not Old – just the Voice of Experience

5. Develop Listening as Key Competence
1

6. Pay specific attention to your ‘listen’
Listening is #1 competitive advantage for individuals
and organization (Peters)
People listen to prepare to reply, not to understand
(Covey)
Be a parrot (some Fashion mag) – reflective listening

7. Practice Random Acts of Kindness
2

9. Actions trump Words
Show your values by what you do
rather than what you say
Build a culture that cares

10. Put Failure in its Place
3

11. Ditch the Shame
• Chart on failure from hbr

12. Habit 4 – Learn to connect the dots
• Patterns not always apparent
• it
4

13. Pattern not always apparent

14. Always Add Value 5

17. Value is not always about $$$$

18. Sell Less to Sell More
6

19. Get Personal
7

22. Keep it brief
8

23. Learn to Pitch

24. Be Patiently Persistent
9

25. Patience is a Skill

26. Pick up the phone
10

27. Make the Feared
Cold Call

28. Be There 11

29. Ask questions
12

30. Coaching…

31. Know what you want to know

32. Know Your Place

33. 13
Don’t Eat Alone

34. Networking events are to meet new people
– or to re-visit

35. 14

37. 15
Work on your Relationships

38. Learn to Share, to Play Nice

39. Create a Process
16

40. Capture info, write it down, develop a process

41. Always have a Plan B…and C
17

42. Grow your network
18

44. Any friend of yours is a friend of mine

45. Ruthlessly Re-Educate
19

46. How people see us

47. Use Appropriate Tools
20

48. Death by Powerpoint

49. Knock again
21

51. 22

53. Staggering is OK
23

55. Learn to Piggyback 24

57. Questions?
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