When I left WeWork and started Firneo a bit over a year ago, I had a very clear plan in my mind for how Firneo was going to change the world and the steps to take to get this thing off the ground. That lasted for about a week until shit hit the fan.Read More
There is an endless sea of lawyer jokes on the internet, but here is my favorite: "How many lawyer jokes are there, anyway? Only three. The rest are true stories." Lawyers may be an easy target for corny jokes, but they are also an unheralded ally to Business Developers.Read More
A professional carpenter brings his own tools to the job. They are an investment and carefully maintaining them is what assures they last beyond just the job and for as long as a career.
The tools of Business Development are relationships – professionals in BD know how to build and leverage their networks to bring partnerships, products, and services to life. And just like the carpenter, maintaining relationships in tip-top shape is the key to having that tool last a lifetime.Read More
When I was a young cub in my first job at Dow Chemical, the sales leadership had a phrase they were fond of saying: hurry up and wait. While it may have originated as a joke, we meant it literally: we were expected to show up to a customer’s office early, and sit there until they were ready to meet with us.Read More
I was texting with my friend Mike McNerney recently about something mundane – he had extended an invite to an event that I was organizing to one of his professional contacts, and I was checking to see if she had confirmed her status.
She had not, he informed me – but he said he’d sent her a text to confirm. And then he jokingly coined a phrase that struck me as deeply profound: “Getting to Text.”Read More
Allison Baker, Head of Partnerships at Dashlane, shares insights with members of the Firneo Business Development community about how startups can partner with large companies.Read More
Michelle Lipchin (Google) moderates a panel with Michael McNerney (Partnerize), Rachel Rombom (Flatiron School/WeWork), and Kenny Herman (Slice) discussing how the role of Business Development evolves as a company moves from an early stage to mid stage to late stage of growth.Read More
Allison Baker, Director of Strategic Partnerships at Dashlane, shares insights from her journey of transforming Dashlane's partnerships strategy using APIs and SDKs with Frank Denbow, founder of INK'A.Read More
September 2018 panel from the Firneo business development community's Firneo Forum event. Featuring: Kenny Herman - EVP, Business Development & Strategy, Slice Molly Siems - Director of Business Development, Justworks Deepak Devjani - Head of Growth, Reliable BitsRead More
In any sales and business development role, you develop a thick skin for rejection. What never ceases to grate against you, however, is the non-response.
Nothing pains BD people more than when your high hopes to connect with someone are met at first with a response, only for them to suddenly stop returning your calls. If you’ve ever had a situation where an email exchange suddenly goes unanswered, it’s easy to be left wondering: “What happened?” And more importantly, “what do I do about it?”
This post is the first of the Getting In The Door series that will share tactics that you can use to open doors and revive those “dead” conversations. Whether you’re closing deals with a potential partner or trying to land a coffee chat with a prospective mentor, these posts will shed light on steps you can take to make sure you get a seat at the table.
First up: Patient Persistence.Read More
As Millenials, Gen Z, and generations to follow become the majority of the modern workforce, we must embrace the rise of the Multi-Threaded Career.Read More
Firneo exists because we've overindexed on the number of connections we have, but have underindexed on the strength of those connections. Our "why" at Firneo is to bring back strong bonds.Read More
I was a pretty unusual 5th grader. While most of my fellow 11-year olds were asked what they wanted to be when they grow up, most of the them gave the expected response: lawyer, doctor, third baseman for the Yankees. I, on the other hand, wanted to be a physicist.Read More