Breaking BizDev
by John Tyreman & Mark Wainwright
Latest episode
The 5-Step Natural Planning Model for Business Development
The 5-Step Natural Planning Model for Business Development
About this podcast
What does "business development" mean anyways?
On Breaking BizDev, John Tyreman and Mark Wainwright break down, beat up, and redefine that nebulous term 'business development' for the modern professional services firm.
Subscribe to this podcast to get sales and marketing advice that you can actually put into practice right away. Whether you're an expert doer-seller, firm owner, or a dedicated sales/marketing pro, each episode will help you understand your buyers and win new business.
Subscribe today and connect with us on LinkedIn.
Episodes
The newest 20 of 89 episodes
- The 5-Step Natural Planning Model for Business Development · 30 min · Season 1 Episode 89In this episode of Breaking BizDev, John Tyreman and Mark Wainwright break down the Natural Planning Model—a five-step framework originally created by David Allen in his book…
- Doer-Marketers: A New Path for Subject Matter Experts · 31 min · Season 1 Episode 88While "doer-sellers" balance billable work with one-to-one sales conversations, many technical experts are far better suited to leverage their subject matter expertise across…
- 10 Ways to Erode Trust and Alienate Clients · 26 min · Season 1 Episode 87Building trust with clients takes WAY too much time and energy....right? In this episode of Breaking BizDev, John Tyreman and Mark Wainwright take a tongue-in-cheek look at how…
- The Three-Part Framework for Building Next Year's Sales Plan · 33 min · Season 1 Episode 86Have you built your sales plan for next year? As fourth-quarter planning season approaches, many professional services firms fall into the trap of setting arbitrary top-down…
- AI Search Is Secretly Screening and Shortlisting Your Firm · 37 min · Season 1 Episode 85Before a prospect ever lands on your website or schedules an introductory call, an invisible filter may decide whether your firm even deserves to be in the running. Today's B2B…
- 5 Small Sales Habits That Make (Or Break) Deals · 30 min · Season 1 Episode 84While many professional services firms focus on massive strategic shifts to close deals, it is often the tiny, day-to-day behaviors of doer-sellers that quietly make or break a…
- Creating New Business When Times Are Good (And When They're Not) · 28 min · Season 1 Episode 83When the economy is booming, winning new business can feel effortless, but what about when times are hard? How do the behaviors of buyers and sellers shift? For doer-sellers and…
- When Should You STOP Listening and START Advising? · 24 min · Season 1 Episode 82Many experts are eager to stop asking questions and start doing "the work," but rushing to solve a problem is a massive trap. For doer-sellers and professional services BD pros…
- Measuring the True ROI of Thought Leadership · 31 min · Season 1 Episode 81Is your firm measuring the return on thought leadership just by looking at immediate leads and revenue? For doer-sellers and professional services BD pros, true thought…
- Navigating the Price Increase Conversation · 27 min · Season 1 Episode 80Asking an existing client for a price increase is one of the most stressful, sweat-inducing conversations a consultant can have, often catching the client off guard and…
- The Perfect (Sales) Proposal · 32 min · Season 1 Episode 79Stop sending your sales proposals as PDF email attachments and crossing your fingers for a "yes." For doer-sellers and sales/marketing professionals in the B2B services world…
- Burnout in BizDev: Reignite Your Doer-Sellers · 33 min · Season 1 Episode 78Burnout in business development isn't a personal failure—it’s a system failure. Nowhere is this more obvious than with "doer-sellers;" technical experts who are expected to act…
- The Right (and Wrong) Ways to Use AI in Business Development · 36 min · Season 1 Episode 77eaning too hard on AI for sales and marketing, and you risk any trust and credibility built with prospective clients. So where does AI actually belong in creating and winning new…
- How to Maximize Un-Billable Hours (And Not Squander Them) · 26 min · Season 1 Episode 76Unbillable time is often treated as an afterthought—but it shouldn’t be. In this episode of Breaking BizDev, John Tyreman and Mark Wainwright reframe unbillable hours as one of…
- Is Your Referral Process Broken? · 32 min · Season 1 Episode 75Doing great work isn’t enough to generate referrals. In fact, relying on that alone might be exactly what’s holding you back.🤨 In this episode of Breaking Biz Dev, Mark and John…
- 3 Option Pricing Tables Part II: Elements & Examples · 34 min · Season 1 Episode 74In this episode of Breaking Biz Dev, John and Mark go deep into the mechanics of three option pricing tables—how to actually build and present them in professional services. They…
- 3 Option Pricing Tables Part I: The Power of Three · 31 min · Season 1 Episode 73Most professional services firms present prospects with a single proposal and hope it sticks. But the best firms structure their pricing differently. In this episode of Breaking…
- Slides Don’t Sell · 29 min · Season 1 Episode 72In this episode, Mark and John take aim at the traditional pitch deck — and explain why it no longer works in modern business development. From distraction overload to one-sided…
- What Other Industries Know About Growth (That You’re Missing) · 33 min · Season 1 Episode 71Most professional services firms approach growth the same way: copy what their competitors are doing, refine it slightly, and hope for better results. In this episode of Breaking…
- Follow-Up DOs and DON'Ts for Business Development · 35 min · Season 1 Episode 70Most business development conversations don’t fail in the meeting—they fail in the follow-up. In this episode of Breaking BizDev, John Tyreman and Mark Wainwright unpack the DOs…
