In-house Business Development Managers are often underrated by lawyers, accountants and engineers. I know of numerous, university qualified, battle hardened Business Development and Marketing resources that are put under the microscope by people without EITHER of these skills when it comes to BD or Marketing. I also know a trait common among rainmakers I’ve worked with is that they do NOT make that mistake.
Any successful professional leverages the resources around her or him. They use junior technical resources, admin support and finance support wisely. They especially know the value of the in-house BD or marketing professional that can help them succeed – i.e., unearth, and win, new business. They know that people who find themselves immersed in plans, pursuits, proposals and creation of interesting thought leadership pieces MUST be the first port of call for new ideas, new approaches and better results.
If you think about your own firm, who works with whom? Do the rainmakers seem to get the best allocation of time from your in-house BD and Marketing personnel? Have you ever thought why this might be the case?
Quality BD and Marketing professionals often find themselves working with rainmakers because they bounce off each other. There is a mutual love of the pursuit. A combined satisfaction in closing the ‘big’ deal. And there is a mutual respect of each other’s talents. Often, the talent of the rainmaker is to be coachable. Often, the talent of the rainmaker is to be willing to try something new, to take a risk. This might be using a story to exemplify one’s credentials in an oral presentation or it might be in turning a quality thought leadership piece into a BD campaign with a willing audience identified, service solutions created and dedicated client-specific actions taken.
Good BDM’s have ideas. Good BDM’s have energy. Good BDM’s have specialised expertise that lawyers, accountants and engineers often don’t. They have a different perspective. They have a broader perspective.
And in this market, with all the benefits associated with diversity of thinking, shouldn’t you be leveraging everything at your disposal to be successful?
So today's suggestion is have a look at your BD plan with your BDM. Ask for their professional advice. Listen. Debate. Agree to do something new. Review your actions. Learn what went right. Then repeat.