Recently upon watching the Jose Mourinho episode of "The Playbook" on Netflix, I really took in one story he told about his time coaching Porto. The team had qualified for the Champions League as a fairly low seed, but it was a huge accomplishment based on where they'd been in the past years. This was… Continue reading Optimistically Pessimistic

There are some days that are harder than others when it comes to activity and working towards connecting with that next big prospect or moving closer to a close with that prospect you have been working on for months. For me when I hit those days, I put on some great music to get me… Continue reading Music as Fuel

Talking with a colleague of mine today, the topic around keeping our sanity came up. Business development folks tend to be a little bit off anyway. I've written about this before here. This has only been heightened over the past few months. Budgets are non-existent to miniscule, people are working from home and harder to… Continue reading Not Just Sane, But Proud

Through the past few months of having to manage and operate business development through social distancing and work from home scenarios, the opportunity for gaps in the BD process have had the opportunity to widen. This is nobody's fault and everybody's fault at the same time, so no use in pointing virtual fingers that are… Continue reading Mind The Gap

Professional persistence. I'm sure I didn't coin the phrase. My mentor, Mark Frasco, may have coined it. I'm not sure. The idea is to stay dedicated and efficient without being annoying. It's a tricky balance that often can't be achieved. Some professional persistence takes some annoyance. It's just part of it. Keys to this are… Continue reading Professional Persistence