The document discusses improving business development culture, highlighting the paradox where the most skilled developers engage less in business development. It includes a checklist for fostering collaboration and cross-selling, as well as self-assessment questions for evaluating team effectiveness and client engagement. The phases outlined suggest a transition from focusing on volume to achieving both effectiveness and volume in business development efforts.

1. Improving Your
Business
Development Culture
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#RLCon

6. Business Development Paradox
“The best business developers often do the least
business development, instead leaving it to those
with the least skills and experience”

9. Job Specification
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10. Benefits

11. Your Core Business Development Culture
Where
How
Why
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12. Discretionary Effort

13. @Alex_Moyle #RLCon

16. Benefits

17. Our 11 Point Checklist

18. Active
Cross-Selling
Open
Ownership
Recognise
Sharing
Joint Account
Dev Plans
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19. Self Assessment Questions
How well do you feel your team proactively promote different
teams in your organisation?
How do you recognise and reward consultants and managers that
actively collaborate, share and promote other services?
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23. Self Assessment Questions
Do your managers actively encourage face to face
meetings with clients?
Do your consultants keep in contact with all
of your past and present clients at least once
every 60 days?
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24. Broaden
Organise
Nurture

25. Self Assessment Questions
How quickly can your managers pull out their teams top ten leads
and say what is being done to convert them?
How many of your consultants could show you a list of leads that
can turn in to vacancies in the next 60 days?
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27. 70:20:10 is created by Charles Jennings
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28. Self Assessment Questions
How credible are your consultants when they talk to clients about
technical aspects of roles or the market in general?
How often do your managers run training or coaching sessions
for the team?
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29. Phase 1:
Volume Over Effectiveness
Phase 2:
Improve Effectiveness
Phase 3:
Effectiveness & Volume
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30. Self Assessment Questions
Do your managers actively encourage face to face
meetings with clients?
Do your consultants keep in contact with all
of your past and present clients at least once
every 60 days?
@Alex_Moyle #RLCon

32. Thank You
Web:www.elevatedrecruiting.com
Twitter: @alex_moyle
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