BD tips from extreme sports #1

I'm really lucky. I have recently returned from a mid-career sabbatical to the USA where I spent one week testing myself on the mountain bike trails of Utah's Moab (the Mecca of the mountain biking world) and one week riding whitewater rapids down the entire length (400km) of the Grand Canyon in Arizona. While I switched off from work during the extreme elements of the daytime activities, the quiet evenings and the long flights gave me time to reflect. Here's a few observations:

  1. Mountain biking tip: Look ahead for obstacles, but never take your eye too far off the trail. In mountain biking you need to keep one eye on what's coming up and also navigate the rocks in front of you. BD tip: Have a well thought out plan, but be prepared to adapt at short notice. You need to be able to know who your target audience is, get meetings, but be good in the 'guts' of the meeting too.
  2. Mountain biking tip: Bumps and grazes are part of the price to play. I trained for six months to get ready for my trip - popped a shoulder at one stage, tore up a shin or two most weeks, messed up my right hand after hitting a rock. BD tip: No-one is perfect. Expect you will make some mistakes if you try something difficult or new. Still try to improve your BD by trying new techniques, questions, agendas and contacts.
  3. Mountain biking tip: Make sure you are equipped for the journey. Take food, take water and ensure the bike is in tip-top working order. Do everything you can to be prepared. BD tip: Be confident you can deliver on your promise when you're asked. Make sure you and your staff can back up your promises with quality service. If asked to pitch, make sure you have your pitch nailed.
  4. Mountain biking tip: You enjoy it more as you get better at it. I took lessons, read online MTB magazines, looked at videos, sought out guides in Moab. Anything I could to learn how to ride safer, faster, longer. BD tip: Become a sponge. Analyse what the best in your firm do to win business. Read an occasional BD article (like this one!). Seek out experts - internal at first, and external if necessary - that can add to your efficiency and effectivness in BD.

Paul McAllister gets a kick out of helping people to practically improve their business development with a specific focus on professionals. He's also a very average mountain biker and is able to float for long distances...