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PODCAST

Breaking BizDev

John Tyreman & Mark Wainwright

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

business management

All Episodes

35:40

The Psychology of Familiarity: Building Trust with...

Breaking BizDev ·

2025/06/23

*Trust* is what wins new business in professional services...but your ideal clients can't trust you if they don't *like* you, and they can't like you if they don't *know* about you. On this episode of Breaking BizDev, John and Mark break down "the mere exposure effect," also referred to as the "familiarity bias" and how firms and experts can take advantage of this cognitive bias and leverage psychology in their business development strategies. This episode also features guest voi...

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35:44

Monthly Recurring Revenue: Predictability for You AND...

Breaking BizDev ·

2025/06/09

Say goodbye to feast and famine. In this episode of Breaking BizDev, John Tyreman and Mark Wainwright tackle the elusive concept of monthly recurring revenue (MRR) for professional services firms. Tired of the roller coaster of income highs and lows? We unpack why MRR isn't just for SaaS companies and how your firm can apply it to smooth out those wild fluctuations in revenue. Along the way, we discuss the sneaky benefits for both you and your clients, and provide some realistic, not-s...

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40:49

What's Broken About BizDev in Accounting? + 2025 AAM...

Breaking BizDev ·

2025/05/26

In this episode of Breaking BizDev, John and Mark dive into the complexities of business development within the accounting industry, like the steep challenges of differentiation, pricing models, and the annual scramble leading up to tax day. John shares his extensive experience with accounting firms and highlights insights gathered from the 2025 Association for Accounting Marketing (AAM) Summit Conference in Phoenix, AZ. The episode features quick interviews with sales and marketing profess...

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34:15

Your Next Proposal? It's a Trap!

Breaking BizDev ·

2025/05/12

Welcome back to another episode of Breaking BizDev. Join hosts John Tyreman and Mark Wainwright as they dive into why proposals often fail and what you can do to improve them. From the self-diagnosis of client's needs to the common mistakes in crafting and submitting proposals, this episode provides actionable insights and tips. Whether you're a seasoned professional or new to business development, this snarky yet insightful episode will help you navigate the fraught process of proposa...

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30:16

Free vs Paid Offers: Crafting an Effective Lead...

Breaking BizDev ·

2025/04/28

Lead generation is a major challenge for many professional services firms. In this episode of Breaking Biz Dev, Mark and John break down possibly the most critical element of lead generation: your offer strategy. What value are you offering? And what’s the call to action? In this episode, you’ll hear: The roles of free vs paid offers in lead generationHow these offers work together in your marketing programHow to measure the performance of each kind of offerVarious cognitive biases that influ...

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29:48

3 (Really) Bad Reasons to Hire a Rainmaker

Breaking BizDev ·

2025/04/14

In this episode of Breaking Biz Dev, John and Mark take the Rainmaker model out to the alley for a well-deserved beatdown, highlight three (really) bad reasons to hire a rainmaker. In this episode, you’ll hear: What is a ‘Rainmaker’ anyway?Various ways firms organize their sales functionsHow buyers evaluate professional services firmsReally bad reason #1 - you don’t know how to sellReally bad reason #2 - you need a deal closerReally bad reason #3 - you want to grow fasterRead Mark’s full blog...

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35:11

Creating a Sales Call Plan: Frameworks, Templates,...

Breaking BizDev ·

2025/03/31

Proper planning prevents poor performance. Say that 10 times fast. In this episode, John and Mark break down the elements of an effective sales call plan, sharing insights from real-world experiences and highlighting the importance in driving better business outcomes. They walk through the crucial elements that make up an effective call plan and emphasize the significance of preparation, especially for those new to sales conversations. In this conversation, you’ll hear: The components of a sa...

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6:41

Shape the Future of Breaking BizDev: Share Your...

Breaking BizDev ·

2025/03/24

Send us your feedback in this 3-min survey and help shape the future of Breaking BizDev. Is there a topic you want us to cover? Are there different segments or formats we should consider? What’s your preferred way to listen? Let us know! In this short bonus episode, John and Mark share some early feedback from the listener survey, and how you can participate and help steer the conversation. Take the survey as you listen to the episode. Why not? Share your feedback here:https://www...

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32:11

Don’t Boil the Ocean: The Paradox of Focus,...

Breaking BizDev ·

2025/03/17

Turn your firm into a trusted and respected leader in your niche. In this episode, John and Mark explore how firms can not only effectively differentiate against competitors, but actually how to apply that differentiation in their marketing and sales activities. In this conversation, we cover: The nuanced differences between focus, specialization, and positioningReasons why firms should embrace specializationHow to identify the right area of specializationHow to align your specialization with...

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29:46

Looking in the Mirror: How to Be Accountable Even...

Breaking BizDev ·

2025/03/03

“We’re in a bad economy…” “We’re experts. We’re never wrong…” “We’re up against tough competition…” "Our point of contact was a jerk..." …but what if it’s not them? What if it’s you? In this episode, John and Mark dissect what it truly means to be accountable when you lose a prospective client. We dig into the obstacles that professionals encounter when owning up to losses and present actionable strategies to transform setbacks into stepping stones for growth. In this conversation, we ...

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42:43

From Solo to Enterprise: A Timelapse of Business...

Breaking BizDev ·

2025/02/17

Imagine you could fast-forward your firm's growth and watch it like a time-lapse video going through different stages: Solo Small Mid-size EnterpriseWhat needs to happen in your sales and marketing functions to achieve growth at each stage? How do sales and marketing challenges evolve? That's what this episode is all about. Listen as John and Mark guide you through this sales and marketing maturation journey, along with guest appearances from Reuben Swartz and Mel Lester....

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20:24

The Art of Being Ignorable: 12 Ways to SUCK at...

Breaking BizDev ·

2025/02/03

Discover the art of being utterly indistinguishable from your competition. In this episode, John and Mark dive into the art of blending in, unveiling the tongue-in-cheek strategies to completely lose your edge and suck at differentiation. Listeners will learn how to avoid standing out, ensuring a legacy of mediocrity. Join us for a humorous—yet insightful—look at what not to do, ensuring you grasp the full spectrum of effective (and ineffective) differentiation strategies. Connect wit...

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33:11

Bad Habits of Your 'Salesperson' Alter Ego

Breaking BizDev ·

2025/01/20

When you think of the word ‘salesperson,’ what comes to mind?In this episode, John and Mark explore how professionals can shed ineffective sales habits and adopt a more authentic, client-centric mindset based on inquiry and curiosity. With guest insights from Mel Lester and Blair Enns, you'll learn why introspection and a shift from selling to serving can lead to more satisfying and successful client relationships. In this conversation, we cover:The pitfalls of adopting a stereotypical 'sales...

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31:12

4 Things You Forgot To Do In Q4

Breaking BizDev ·

2025/01/06

It’s 2025… now what? Well, if you don’t know how your sales and marketing strategy will contribute to revenue in the upcoming year, John and Mark reveal the top four activities you might have overlooked as the year came to a close:Talk to your clientsOptimize your client portfolioUpdate service packaging and pricingCreate a talent management & development planImprove your sales and marketing game this year. Subscribe today!Connect with Mark on LinkedIn: https://www.linkedin.com/...

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31:26

Strategic Partnerships: Working Together In Orbit

Breaking BizDev ·

2024/12/30

Align yourself with other consultants in-orbit around your clients to deliver more value.Strategic partnerships can transform the way your business grows, turning the equation 1 plus 1 into something much greater. In this episode, John and Mark uncover the value and opportunities hidden within strategic partnerships for professional services firms. They explore how combining resources with the right partners can enhance client services and gain a competitive edge. We also have a guest appeara...

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34:14

Segment Development Plans: Win New Deals From a Slice...

Breaking BizDev ·

2024/12/16

Win new business from accounts that share a common characteristic. This way, you can build your brand and create efficiencies.In this episode, John and Mark explore how firms can build Segment Development Plans that help firms grow relationships with prospects that represent a specific kind of client account. Combining SWOT analysis with targeted marketing efforts, business developers can use these plans to create a distinctive brand presence. In this conversation, we cover:Different ways to ...

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38:45

Account Development Plans: Grow Revenue From Your...

Breaking BizDev ·

2024/12/09

Transform the way you grow key accounts.Yes, you can achieve revenue growth and strengthen client relationships by developing comprehensive account development plans. In this episode, John and Mark share how to co-create effective account development plans with your clients. In this conversation, we answer key questions like:Why is it important to expand business with organizations you’re familiar with?How do you start building an account development plan?How do you prioritize clients for acc...

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24:31

Storytelling Frameworks for Marketing and Sales

Breaking BizDev ·

2024/11/25

Emotion drives purchase decisions more in B2B than B2C. Let that sink in.Yes, even when selecting professional service providers, emotion plays a major factor in decision-making. The relationships we forge and the stories we tell influence opportunities, contracts, and the clients we work with.In this episode, John and Mark delve into proven storytelling frameworks that can help professional services firms set themselves apart and connect on a deeper emotional level with clients. Joined by gu...

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28:02

Inbound + Outbound = New Business

Breaking BizDev ·

2024/11/11

Unlock the full potential of your firm's ability to *create* new business by mastering both inbound and outbound revenue generation activities.In this episode, John and Mark explore the synergy between inbound and outbound business development activities and how they can work together to produce exceptional outcomes. They discuss the importance of both approaches, how firms can effectively harness these strategies, and the potential pitfalls when they're misaligned. In this conversation, we c...

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33:00

The Mindset Shift: Avoiding Sales Stereotypes in...

Breaking BizDev ·

2024/10/28

Coffee isn’t just for closers. Buyers can smell your commission breath.Good salespeople don’t have all the answers. In this episode, John and Mark bring on voices from other sales and marketing experts in the professional services realm. Featuring clips from Blair Enns, David C. Baker, Jason Mlicki and Jeff McKay, this episode explores the importance of mindset in developing new business:The significance of habit-building and mastery of both marketing and salesWhy it’s important to ...

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74 results

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