 Six Weeks In—Are Your New Habits Sticking?
We’re already six weeks into the new year. Many people started the year with big intentions—maybe to eat better, exercise more, or put their phones down to be more present with family and friends. If that was you, how’s it going? Still on track? Or are some of those habits already slipping? Here’s the thing: habits stick when they’re simple and repeatable. That applies to business development just as much as it does to fitness, nutrition, or work-life balance. Too many professionals treat BD like a big, daunting project. But the truth is that the most successful business generators don’t overcomplicate it. They build BD into their routine, just like any other habit.  I was coaching two consultants based in São Paolo who were preparing for a major client pitch. When I asked how they planned to approach the meeting, they confidently laid out their strategy:
“We’ve compiled a detailed PowerPoint deck with our qualifications, case studies, and bios. We also have a one-page leave-behind. Once we get there, we’ll dive into the presentation and then tell them how we can solve their needs.”They saw the meeting as a chance to prove their expertise. This certainly seemed logical, especially since it was how they had always done it. I said, "Okay, I want you to do something completely counterintuitive." I told them to scrap the PowerPoint and the leave-behind. Instead, I wanted them to walk into the meeting with a blank notepad, a pen, and a list of well-researched questions about the company’s business and challenges. “I want you to approach the meeting as if you’ve already been hired,” I said. “Forget ‘pitching’—just have an open, engaged conversation.” |
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