Tea and Timbits

Scott Snowden + Andy Montgomery-Gawron
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Global perspectives on business development to help you prosper. "Business Development" is so much more than sales and marketing. This podcast is for motivated business leaders dealing with complexity, wanting to make change happen. Brought to you weekly by Andy Montgomery-Gawron and Scott Snowden, you'll get validation that you're on the right track and you'll come away with ideas to accelerate your plans. From the rocky shores of Lake Ontario and the dreary streets of London, this transatlantic duo opine on things they wish they'd known long ago - most of which they've just figured out.

  1. Oct 12

    Your client logos aren't case studies. Sorry.

    We've all seen them. A wall of impressive logos, a few glowing claims, and perhaps a suspiciously round percentage improvement. But does any of that actually build trust? In our latest episode, we're talking about how case studies can become genuine business development tools rather than expensive exercises in congratulating ourselves. We explore: Why evidence beats a polished sales pitch.How to tell meaningful success stories without exposing confidential client details.Why independent perspectives can make your credibility stronger.How to turn a case study into something that benefits BOTH you and your client. And here's the idea that got us particularly excited: Instead of asking clients to help tell our success stories, why don't we help them tell theirs? It's a subtle shift, but one that could make the whole conversation much more interesting. We also manage a detour into emotional intelligence, team culture, and the value of actually checking in with people before racing through the meeting agenda. Another 20 minutes of British and Canadian business wisdom. Or at least two people enthusiastically discovering ideas they probably should have implemented years ago. #TeaAndTimbits #BuildingTrust #BusinessDevelopment #CaseStudies #B2BSales

    Your client logos aren't case studies. Sorry.

  2. Oct 11

    BONUS: Due Diligence: How Much Is Enough?

    We’re back with a bonus episode on negotiations, because apparently four weeks of talking about contracts, deals, and difficult decisions just wasn’t enough. This time, we’re tackling due diligence. How much homework should you really do before signing on the dotted line? And at what point does being thorough turn into chasing certainty that simply doesn't exist? We explore the dangers of rushing into agreements, the equally frustrating trap of analysis paralysis, and why understanding the people behind a deal can be just as important as understanding the numbers. Along the way, we take an unexpected detour into British political conferences, what they can teach businesses about running better events, and why building genuine relationships delivers value long after everyone has gone home. It's a bonus helping of Tea and Timbits, complete with practical business lessons, a few tangents, and the occasional reminder that even the best preparation can't guarantee a perfect outcome.

    BONUS: Due Diligence: How Much Is Enough?

  3. Sep 30

    Negotiation Tools: Because “I Thought We Agreed…” Is Not a Strategy

    “Just sign the contract. It’ll be fine.”Possibly one of the least reassuring sentences in business.In this week’s Tea and Timbits, we’re talking about negotiation tools — and not the kind that require another software subscription, three dashboards and a consultant to explain the dashboard.We mean the practical stuff:• A letter of intent that records what everyone thought they were agreeing to • A negotiation brief that captures objections, boundaries and desired outcomes • A commercial model that makes sure the deal can actually be delivered profitably • A proper handover document so the delivery team doesn’t have to interrogate the salesperson afterwardsBecause the contract is only part of the story.The real danger is all the promises, assumptions and “oh yes, we talked about that” details floating around outside it.We also get into a recent negotiation where changing expectations and a slightly casual attitude to contracts raised a much bigger question: is this actually a business relationship we want?Sometimes the smartest negotiation move isn’t getting the deal signed.It’s knowing when not to.🎙️ Tea and Timbits — global perspectives on business development to help you prosper.#Negotiation #BusinessDevelopment #Sales #Contracts #Leadership

    Negotiation Tools: Because “I Thought We Agreed…” Is Not a Strategy

  4. Sep 28

    The Negotiation Playbook: Prepare the Plays, Don’t Script the Customer

    Negotiations have an annoying habit of refusing to follow the script. In this episode, we look at why a negotiation playbook isn’t about memorising clever lines or predicting every possible objection. It’s about doing the thinking before the pressure is on. We dig into setting principles and walk-away points, agreeing internally on what success actually looks like, preparing alternative packages, involving the people who’ll eventually have to deliver what you’ve promised, and even doing a bit of role play before the big conversation. We also wander into the dangers of waiting for the “perfect” moment to launch something — because sometimes the best validation is simply putting it in front of the market. Our conclusion? Standardise the preparation, not the customer. Have a playbook, know your boundaries, prepare some alternatives…and then be ready for the other side to completely ignore your beautifully prepared scenario.

    The Negotiation Playbook: Prepare the Plays, Don’t Script the Customer

  5. Sep 9

    Don’t Let the Contract Kill the Deal

    A deal can survive months of selling, negotiating and relationship-building… only to wander into legal and emerge looking like it’s been through customs twice. In our latest episode, we talk about contract reviews and one of the biggest mistakes we see: treating the legal stage as a handoff. It isn’t. Legal teams are there to identify and manage risk. Commercial teams still need to stay involved so the agreement reflects what was actually promised, what the customer values, and what the business can realistically deliver. We cover: • Why “standard terms” aren’t always commercially neutral• Why a legally acceptable clause can still be operationally painful• Why sales shouldn’t disappear once the lawyers arrive• Why reading the contract yourself is still worth the effort• And why legal should be an adviser, not automatically the gatekeeper Our basic rule: if the contract makes a good deal impossible to deliver profitably, the paperwork hasn’t protected the deal—it’s changed it. And yes, we have a few contract-war stories. Apparently we’ve collected more of them than we realised. #BusinessDevelopment #Negotiation #Contracts #Sales #CommercialStrategy #Legal #B2B

    Don’t Let the Contract Kill the Deal

  6. Sep 2

    Negotiation Without the Arm-Wrestling: Why Collaboration Wins

    Negotiation has a bit of a reputation. It can sound like two sides digging in, guarding their territory, and waiting to see who blinks first. In this episode, we talk about why the best negotiations rarely feel like that. We explore the difference between collaboration and negotiation, why the two should work together rather than compete with each other, and how a collaborative mindset can take a lot of unnecessary friction out of pricing, contracts, scope, liabilities, payment terms and all the other cheerful topics that make everyone suddenly very interested in their coffee. We also kick things off with a customer-service story involving a digital platform that was apparently working perfectly… apart from the small detail that customers couldn’t actually use it. The bigger lesson? Whether you’re selling, buying, troubleshooting or finalizing a contract, good outcomes usually start with empathy, curiosity and a willingness to solve the problem together. Because negotiation doesn’t have to mean buyer versus seller. Sometimes it’s simply two sides trying to find a version of the deal that works for everyone.

    Negotiation Without the Arm-Wrestling: Why Collaboration Wins

  7. Aug 28

    Stop Buying Tools. Fix Your Sales Process First.

    This week, we’re talking proposal tools… although, in classic Tea & Timbits fashion, we spend a fair chunk of the episode explaining why the shiny tools probably aren’t the first thing you need. We start with a reminder that good sales often comes back to the basics: a defined process, clear next steps, and the courage to recognize when a prospect is quietly telling you “no.” From there, we get into the idea of a proposal operating system — a repeatable structure for qualification, commercial thinking, reviews, templates, and governance, rather than relying on heroic late nights and favours from whoever happens to be good at PowerPoint. AI inevitably joins the conversation too. We look at why business context, licensing, access to company knowledge, and choosing the right ecosystem matter far more than obsessing over which model happens to be “best” this month. The big takeaway? Tools can make a good process better. They can’t rescue a process that doesn’t exist. And yes, one of us had a lovely list of tools prepared that never actually made it into the episode. We’re very professional like that. We sat down to talk about tools for sales proposals. Naturally, we ended up talking about why the tools might not be the problem. A lot of businesses try to fix an inconsistent sales or proposal process by adding technology: a better CRM, a slicker website, a new integration, an AI assistant, another template… But if the underlying process is unclear, all you’ve really done is automate the confusion. In this episode of Tea & Timbits, we get into: Why “back to basics” is still good sales advice.The value of always agreeing the next meeting before the current one ends.Why a prospect who won’t commit to a next step may already be giving you your answer.The idea of a proposal operating system for consistent qualification, reviews, commercial thinking and governance.Where AI genuinely helps — and why context, licensing and company knowledge matter more than model tribalism.Why templates should evolve as you use them, rather than becoming dusty relics from three rebrands ago.Our conclusion: tools should optimize a good process, not substitute for one. Also, one of us arrived with an actual list of tools to share. The other one successfully talked long enough that the list never saw daylight. Teamwork. #Sales #BusinessDevelopment #Proposals #AI #SalesProcess #B2BSales

    Stop Buying Tools. Fix Your Sales Process First.

  8. Aug 27

    Proposal Formats: Give the Buyer What They Need (Not Just What They Asked For)

    Proposal templates are useful. Until they aren’t. In this episode, we talk about one of those deceptively simple sales questions: what format should a proposal actually take? A polished PDF? A PowerPoint? A response inside the buyer’s RFP template? A simple statement of work? A video? A one-page website? Our conclusion: the format should follow the buyer, the decision, and the situation—not our internal attachment to “the way we always do proposals.” We also get into the slightly uncomfortable bit: sometimes the buyer has asked the wrong question. That doesn’t mean ignoring their process. It means answering what they asked for and, when appropriate, giving them the context they may not yet know they need. Which sounds wonderfully strategic until you realise you’ve spent three weeks politely trying to expand an RFP and the buyer is effectively saying, “Yes, lovely… but can you please just fill in the form?” We’ve all been there. This episode covers: - choosing a proposal format that fits the audience - when to follow an RFP exactly - when to add supporting material - how to avoid overloading buyers - why sometimes the best proposal is the simplest one And, because this is us, we also manage to connect proposal strategy with new babies, uncertainty, and recovering from an audio glitch without a second take. 🎙️ Tea & Timbits: Global Perspectives on Business Development to Help You Prosper!

    Proposal Formats: Give the Buyer What They Need (Not Just What They Asked For)
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About

Global perspectives on business development to help you prosper. "Business Development" is so much more than sales and marketing. This podcast is for motivated business leaders dealing with complexity, wanting to make change happen. Brought to you weekly by Andy Montgomery-Gawron and Scott Snowden, you'll get validation that you're on the right track and you'll come away with ideas to accelerate your plans. From the rocky shores of Lake Ontario and the dreary streets of London, this transatlantic duo opine on things they wish they'd known long ago - most of which they've just figured out.

Information

  • Creator
    Scott Snowden + Andy Montgomery-Gawron
  • Years Active
    2023 - 2026
  • Episodes
    152
  • Rating
    Clean
  • Copyright
    © Scott Snowden + Andy Montgomery-Gawron
  • Show Website
    Tea and Timbits