Wendell Simmons discusses principles for business development, working with people, and lessons learned. He recommends leveraging personal networks and participating in industry events to develop new business. When engaging clients, it is important to understand their needs, establish common goals, and develop buy-in. Working in teams requires clarifying roles, setting goals, agreeing on a work process, and ensuring transparency to minimize conflicts. Interacting with senior leaders involves establishing clear communication rhythms, using roadmaps, providing consistency and metrics to guide decisions. Overall, context, managing expectations, focusing on priorities, and empowering individuals are keys to success.

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Principles for Success
Wendell Simmons

2. Objectives
 Strategies For Business Development
 Principles For Working With People
 Clients
 Teams
 Senior Executives
 What I’ve Learned
 Q&A

3. Developing New Business
 Personal Networking
 Leverage relationships
 Bring references
 Network Through Groups
 Client events (MSFT CMRI)
 Industry events (CGT “Growth & Innovation”)
 Associations (VCF/TPMA “I.C.E. “)
 Becoming A Trusted Advisor
 Understanding of key business drivers
 Accountability/responsibility
 The ability to marshal resources

4. Engaging Clients
 Understand the Client
 Establish a common language
 Clarify stakeholder roles
 Question the deliverables
 Manage the Relationship
 Work to a common roadmap
 Strive for broad-based buy-in
 Develop a back-channel

5. Working in Teams
 Align The Team to The Work
 Clarify roles & responsibilities
 Set measurable goals
 Establish the work process
 Transparency Minimizes Conflict
 Agree on conflict resolution process upfront
 All POVs have merit
 Align With The Client Team

6. Interacting with Senior Leadership
 Establish The Rhythm Early
 Roadmaps Are Critical
 Be Consistent
 Lead To A Decision
 Clarify Go/NoGo vs. Prioritization decisions
 Provide actionable metrics
 Differentiate between project and process

7. What I’ve Learned (so far)
 Context Is King
 Continuously Manage Expectations
 Focus On What’s Important
 Individuals Make It Happen