Breaking BizDev

John Tyreman & Mark Wainwright
  • 5.0 (5)
  • BUSINESS
  • UPDATED BIWEEKLY
Breaking BizDev

Most professional services firms are built on a foundation of technical expertise and relationships. But what happens when referrals stop coming in? You need to do 'business development' — a nebulous term that often conflates sales, marketing, operations, HR, and the kitchen sink.On the Breaking BizDev podcast, John Tyreman and Mark Wainwright break down, beat up, and redefine 'business development' for the modern professional services firm. This co-hosted commentary-style show shares stories, perspectives, and actionable tips that you can put into practice today.Level up your BD game. Subscribe today.

  1. NOV 11

    Inbound + Outbound = New Business

    Unlock the full potential of your firm's ability to *create* new business by mastering both inbound and outbound revenue generation activities.In this episode, John and Mark explore the synergy between inbound and outbound business development activities and how they can work together to produce exceptional outcomes. They discuss the importance of both approaches, how firms can effectively harness these strategies, and the potential pitfalls when they're misaligned. In this conversation, we c...

    28 min

  2. OCT 28

    The Mindset Shift: Avoiding Sales Stereotypes in Professional Services

    Coffee isn’t just for closers. Buyers can smell your commission breath.Good salespeople don’t have all the answers. In this episode, John and Mark bring on voices from other sales and marketing experts in the professional services realm. Featuring clips from Blair Enns, David C. Baker, Jason Mlicki and Jeff McKay, this episode explores the importance of mindset in developing new business:The significance of habit-building and mastery of both marketing and salesWhy it’s important to ...

    33 min

  3. OCT 14

    Why Don't Firms Believe in Lead Generation?

    Believe it or not, lead generation can actually work. Even for accounting, AEC, or consulting firms. In this episode, John and Mark break down the importance of lead generation, exploring why firms need to take it seriously beyond just waiting for RFPs. They highlight various lead sources, compare inbound and outbound strategies, and discuss effective multi-channel approaches. In this conversation, you’ll learn:How we define a “lead” in the context of a professional services firmWhy many expe...

    32 min

  4. OCT 7

    BONUS: Go Behind the Scenes of Breaking BizDev

    Get a behind-the-scenes look at Breaking BizDev.In this episode, John and Mark pull back the curtain on the production process, the technology they utilize, and how they're building listener engagement. From their first episode to their vision for the future, you'll hear what has worked, what hasn't, and their plans moving forward.0:00 Intro1:50 Origin story10:40 Listener shout outs13:47 Top 3 episodes21:24 Experiment recap27:15 Future possibilitieswww.breakingbizdev.com

    36 min

  5. SEP 30

    Succession Planning: What's the Role of Sales and Marketing?

    Leadership transition is a major brand milestone and a cultural crossroads.So what role does sales and marketing play?In this episode, John and Mark explore how sales and marketing both support succession planning and leadership transition. In this conversation, you'll learn:Why it's important to expose young team members to sales and marketing early in their careersHow practice, failure, and learning play a pivotal role in developing the next generation's sales acumen and business skills.The...

    25 min

  6. SEP 16

    Mastering BizDev in Your Career: From Junior Practitioner to Managing Partner

    The role you play in developing new business changes as you grow throughout your career.Whether you're a junior practitioner, mid-career professional, or seasoned industry veteran, this episode is for you. John and Mark explore how firm employees—regardless of tenure—can (and should) contribute to developing new business. In this conversation, we cover:The importance of research and being exposed to BD processes early in professionals' careerBuilding peer-level relationships within client org...

    31 min

  7. SEP 6

    Part 3. Contract Revenue Like a Pro

    Mitigate risk and navigate the contracting phase effortlesslyIn Part 3 of this deep dive into the "Create, Choreograph, Contract" framework, John and Mark break down what happens between a verbal agreement and a signed contract. They look at the emotional and practical aspects of risk in decision-making processes, how both clients and consultants can manage and mitigate uncertainties, and how to handle other parties like legal and finance in the contracting phase. In this conversation, you'll...

    39 min

  8. SEP 5

    Part 2. Choreograph Your Sales Activities

    Make your sales process look effortless and feel frictionless.In Part 2 of their deep dive into the "Create, Choreograph, Contract" framework, Mark and John explore the importance of deliberate and structured interactions with buyers, like how mirroring and reflecting can establish trust, and how seeking permission at each step ensures both parties are aligned. In this conversation, you'll learn:The four essential stages of the sales process: qualification, discovery, recommendations, and neg...

    50 min
See All (36)

5
out of 5
5 Ratings

About

Most professional services firms are built on a foundation of technical expertise and relationships. But what happens when referrals stop coming in? You need to do 'business development' — a nebulous term that often conflates sales, marketing, operations, HR, and the kitchen sink.On the Breaking BizDev podcast, John Tyreman and Mark Wainwright break down, beat up, and redefine 'business development' for the modern professional services firm. This co-hosted commentary-style show shares stories, perspectives, and actionable tips that you can put into practice today.Level up your BD game. Subscribe today.

Information

  • Creator
    John Tyreman & Mark Wainwright
  • Years Active
    2023 - 2024
  • Episodes
    36
  • Rating
    Clean
  • Copyright
    © 2024 Breaking BizDev
  • Show Website
    Breaking BizDev

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