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The way professionals approach business development is broken. It’s not about selling harder—it’s about showing up with intellectual curiosity, consistency, and authenticity.
Most professionals dread business development. It feels pushy, awkward, and far from why you chose your career. But it doesn’t have to be that way. This book shows you how to replace the pressure of “selling” with the power of intellectual curiosity.
“An essential read for any professional serious about building authentic, trust-based client relationships.” —Julie Myers Wood, CEO, Guidepost Solutions

About the Book ​

​Forget pitching. Forget selling. The Business Development Shift redefines how professionals win clients—by asking better questions, building trust, and developing habits that last.
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You’ll learn how to:
  • Build consistent BD habits that actually stick
  • Turn conversations into real opportunities
  • Strengthen trust-based client relationships
  • Apply proven frameworks from global firms

What Industry Leaders Are Saying​

  • “An invaluable guide for professionals who want to build authentic, trust-based client relationships.”

    JeanMarie Campbell, CMO North America, Baker McKenzie

  • “Doug’s approach fits perfectly within our culture of curiosity, entrepreneurialism, and client service.”

    Christie Cáceres, CMO, Sheppard Mullin

  • “Finally! A business development guide that establishes the most important fundamental: our mindset.”

    Kerry Barrett, President, Eliassen Group

  • “Packed with actionable insights that equip professionals to become true advisors while staying true to themselves.”

    Courtney Lynch, NYT bestselling author of Spark
"Doug Ott has distilled decades of experience into a guide that is both practical and deeply human.”

- Tom Lutz, Former National Sales Leader, Deloitte

Doug Ott has coached hundreds of lawyers and consultants across global firms to rethink business development. His frameworks—like the Relationship Tracker, BD Flywheel, and Land & Expand strategy—help professionals win clients without “selling.”

Pre-Order Your Copy Today

The Business Development Shift launches March 3, 2026.
Reserve your copy now and be among the first to receive it when it ships.