Lawyers and BD

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.

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Scott Pollack
You Own Your Relationships. Your Company Rents Them.

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.

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Scott Pollack
Hurry Up and Wait

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.  

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Scott Pollack
Getting to Text

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.”

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Scott Pollack
Getting in the Door: Patient Persistence

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.

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Scott PollackComment