Breaking BizDev

John Tyreman & Mark Wainwright
  • 5.0 (5)
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  • Updated Biweekly

What does "business development" mean anyways? On Breaking BizDev, John Tyreman and Mark Wainwright break down, beat up, and redefine that nebulous term 'business development' for the modern professional services firm. Subscribe to this podcast to get sales and marketing advice that you can actually put into practice right away.  Whether you're an expert doer-seller, firm owner, or a dedicated sales/marketing pro, each episode will help you understand your buyers and win new business.Subscribe today and connect with us on LinkedIn.

  1. 9h ago

    Creating New Business When Times Are Good (And When They're Not)

    When the economy is booming, winning new business can feel effortless, but what about when times are hard? How do the behaviors of buyers and sellers shift? For doer-sellers and professional services BD pros, navigating economic cycles requires adapting your strategy without falling into common traps—from sacrificing future pipeline during busy periods to exuding desperation when work slows down. In this episode of Breaking BizDev, John and Mark break down how buyer psychology shifts between good and hard times, and share actionable habits to keep your pipeline healthy through every phase of the economic cycle. In this episode, you'll learn: How buyer behavior shifts between economic booms and market downturns.Why you must avoid the utilization trap during boom times to protect your future pipeline.How to build a proactive referral habit while client relationships are thriving.Why offering cut-rate loss leaders backfires—and how 3-option tables save margins.How to avoid commission breath and lower self-orientation when deals are scarceCHAPTERS: 00:00 Welcome 02:12 Reading the Market Signals 03:46 Buyer Mindset Shifts 06:59 Biz Dev in Boom Times 16:09 Selling Through Downturns Past episodes mentioned: The Power Of Saying 'No': Turning Down Opportunities May Actually Be a Good Thing A Referral ProcessHow to Maximize Un-Billable Hours (And Not Squander Them)7 Content Frameworks for Lead GenerationLooking in the Mirror: How to Be Accountable Even When You Lose3 Option Tables Part I: The Power of ThreeBuilding Trust At Scale (Without 1,000 Coffee Chats)Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

  2. Jul 20

    When Should You STOP Listening and START Advising?

    Many experts are eager to stop asking questions and start doing "the work," but rushing to solve a problem is a massive trap. For doer-sellers and professional services BD pros, knowing exactly when to shift from listening to advising can feel like a guessing game. It is tempting to jump straight into providing solutions to prove your expertise, but true discovery is a continuous process that shouldn't end just because a contract is signed. In this episode of Breaking BizDev, John and Mark explore the difference between generalized and applied expertise, and reveal the exact information you need to uncover before presenting your recommendations. In this episode you'll learn... Why sales discovery and asking questions should never truly stopHow to navigate prospects who demand free sample deliverablesMark's 3-question litmus test for when you can start advisingWhy identifying the "cost of inaction" is the ultimate motivatorShare your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

  3. Jul 6

    Measuring the True ROI of Thought Leadership

    Is your firm measuring the return on thought leadership just by looking at immediate leads and revenue? For doer-sellers and professional services BD pros, true thought leadership isn't just regurgitating AI-generated content—it's establishing an original point of view that works as a 24/7 salesperson for your firm.  In this episode of Breaking BizDev, John and Mark break down the often-overlooked benefits of becoming a well-known, visible expert, from commanding premium pricing to dramatically shortening your sales cycle. In this episode, you'll learn: Why true thought leadership requires original ideas, not AI-generated summaries.How to track ROI using metrics like pipeline velocity and media value equivalents.Why estimating the "cost of inaction" is just as important as measuring direct returns.How establishing yourself as a visible expert unlocks your ability to charge premium prices. CHAPTERS: 00:00 Welcome and Episode Setup 01:40 Beyond Leads and Revenue 02:40 What Thought Leadership Really Is 04:45 A Visible Expert Advantage 06:35 Collabs and Long Game Proof 08:42 Monetization Boundaries and Closing 10:05 Shortening the Sales Cycle 12:33 Cost of Inaction Mindset 15:26 Compounding Reputation and Pricing Power 18:43 Quantifying Visibility in Dollars 21:59 Sharpening Your Perspective 24:53 Reducing Speaking Engagement Travel Cost 27:06 Measuring Success Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

  4. Jun 22

    Navigating the Price Increase Conversation

    Asking an existing client for a price increase is one of the most stressful, sweat-inducing conversations a consultant can have, often catching the client off guard and triggering defensive reactions. So instead of presenting a take-it-or-leave-it ultimatum, professionals must treat these fee increases with the exact same rigor and discovery process as a brand-new sales opportunity.  In this episode of Breaking BizDev, John and Mark explore how to gracefully manage scope creep, handle inflation, and structure your requests so that both the client and consultant walk away happy. In this episode, you'll learn: Why presenting a single-number price increase feels like an ultimatum and damages trust.How to treat expanding scopes and fee adjustments as a fresh discovery opportunity.The exact 3-option structure (Low, Middle, High) to confidently present your new pricing.How to use a "High Option" to set boundaries and reveal the true cost of unconstrained scope creep.Why you must periodically audit your existing engagements to realign with what your client values now.Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

  5. Jun 8

    The Perfect (Sales) Proposal

    Stop sending your sales proposals as PDF email attachments and crossing your fingers for a "yes." For doer-sellers and sales/marketing professionals in the B2B services world, the quest for the "perfect" proposal template is a distraction. Instead of relying on a document filled with firm resumes and boilerplate text, winning new business requires an obsessive focus on the client's needs, starting long before a document is ever drafted.  In this episode of Breaking BizDev, John and Mark break down why the best proposals are synchronous conversations, how different roles in your firm contribute to success, and the core ingredients needed to close the deal. In this episode you'll learn... • Why you must present proposals as live, synchronous conversations • How to use the "highlighter test" to keep your focus on the client • The distinct roles your delivery, marketing, and proposal teams play • Why firm resumes and case studies belong buried deep in the appendix • How a great Statement of Understanding sets up 3-option pricing CHAPTERS 00:00 Welcome 02:37 Lessons From Two Bobs 04:45 Proposal Starts Upstream 09:01 Perfect Proposal by Role 19:54 Core Proposal Ingredients 28:41 Client Focus and Wrap Up Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

  6. May 25

    Burnout in BizDev: Reignite Your Doer-Sellers

    Burnout in business development isn't a personal failure—it’s a system failure. Nowhere is this more obvious than with "doer-sellers;" technical experts who are expected to act as an entire business unit on top of delivering their actual client work. In this episode of Breaking BizDev, John Tyreman and Mark Wainwright break down the root causes of burnout in sales and marketing, and share actionable ways firm leaders can reignite their exhausted teams. In this episode, you'll hear: • Why burnout happens in the first place • The pressures placed on doer-sellers • The inflection point between burnout and personal growth • The key role of moderators like coaches and mentors • Why practice is a critical part of organizational maturity Stop expecting your experts to figure it out on their own. Tune in to learn how to clear the fog, provide structure, and give your doer-sellers the support they actually need to succeed. A systematic review of managerial burnout and personal crisis  by Sage Publications Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

  7. May 11

    The Right (and Wrong) Ways to Use AI in Business Development

    eaning too hard on AI for sales and marketing, and you risk any trust and credibility built with prospective clients. So where does AI actually belong in creating and winning new business? In this episode of Breaking BizDev, John Tyreman and Mark Wainwright break down the good, the bad, and the ugly of using AI in sales and marketing. They explain why relying on AI to replace human connection is a critical mistake, and how you should instead use it to maximize the time you spend in live, synchronous conversations. In this episode, you'll hear: • Why automated cold outreach, social comments, and follow-up emails destroy credibility and trust. • How to free up your team to have more face-to-face interactions. • How to generate meeting transcripts and summaries so you can focus on active listening • How to aggregate data, append spreadsheets, and build targeted prospect lists. • How to role play future sales calls  • How to "humanize" and polish their 3-option pricing tables. Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

  8. Apr 27

    How to Maximize Un-Billable Hours (And Not Squander Them)

    Unbillable time is often treated as an afterthought—but it shouldn’t be. In this episode of Breaking BizDev, John Tyreman and Mark Wainwright reframe unbillable hours as one of the most important investments you can make in your future pipeline. They discuss how professionals can move beyond simply “filling time” and instead use those hours with intention—focusing on the activities that actually drive growth. You’ll hear:  Why utilization alone is a flawed measure of success  How to evaluate and prioritize your non-billable time  A clear way to connect marketing and sales efforts  The key areas where your time creates the most impact  How to balance short-term demands with long-term opportunity building Whether you're trying to generate new business, deepen client relationships, or build your brand, this episode offers a practical approach to making your unbillable hours count. Your future work depends on how you use your time today. Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

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What does "business development" mean anyways? On Breaking BizDev, John Tyreman and Mark Wainwright break down, beat up, and redefine that nebulous term 'business development' for the modern professional services firm. Subscribe to this podcast to get sales and marketing advice that you can actually put into practice right away.  Whether you're an expert doer-seller, firm owner, or a dedicated sales/marketing pro, each episode will help you understand your buyers and win new business.Subscribe today and connect with us on LinkedIn.

Information

  • Creator
    John Tyreman & Mark Wainwright
  • Years Active
    2023 - 2026
  • Episodes
    83
  • Rating
    Explicit
  • Copyright
    © 2026 Breaking BizDev
  • Show Website
    Breaking BizDev