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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

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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32:00

Why Don't Firms Believe in Lead Generation?

Breaking BizDev ·

2024/10/14

Believe it or not, lead generation can actually work. Even for accounting, AEC, or consulting firms. In this episode, John and Mark break down the importance of lead generation, exploring why firms need to take it seriously beyond just waiting for RFPs. They highlight various lead sources, compare inbound and outbound strategies, and discuss effective multi-channel approaches. In this conversation, you’ll learn:How we define a “lead” in the context of a professional services firmWhy many expe...

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36:03

BONUS: Go Behind the Scenes of Breaking BizDev

Breaking BizDev ·

2024/10/07

Get a behind-the-scenes look at Breaking BizDev.In this episode, John and Mark pull back the curtain on the production process, the technology they utilize, and how they're building listener engagement. From their first episode to their vision for the future, you'll hear what has worked, what hasn't, and their plans moving forward.0:00 Intro1:50 Origin story10:40 Listener shout outs13:47 Top 3 episodes21:24 Experiment recap27:15 Future possibilitieswww.breakingbizdev.com

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25:28

Succession Planning: What's the Role of Sales and...

Breaking BizDev ·

2024/09/30

Leadership transition is a major brand milestone and a cultural crossroads.So what role does sales and marketing play?In this episode, John and Mark explore how sales and marketing both support succession planning and leadership transition. In this conversation, you'll learn:Why it's important to expose young team members to sales and marketing early in their careersHow practice, failure, and learning play a pivotal role in developing the next generation's sales acumen and business skills.The...

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31:06

Mastering BizDev in Your Career: From Junior...

Breaking BizDev ·

2024/09/16

The role you play in developing new business changes as you grow throughout your career.Whether you're a junior practitioner, mid-career professional, or seasoned industry veteran, this episode is for you. John and Mark explore how firm employees—regardless of tenure—can (and should) contribute to developing new business. In this conversation, we cover:The importance of research and being exposed to BD processes early in professionals' careerBuilding peer-level relationships within client org...

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38:42

Part 3. Contract Revenue Like a Pro

Breaking BizDev ·

2024/09/06

Mitigate risk and navigate the contracting phase effortlesslyIn Part 3 of this deep dive into the "Create, Choreograph, Contract" framework, John and Mark break down what happens between a verbal agreement and a signed contract. They look at the emotional and practical aspects of risk in decision-making processes, how both clients and consultants can manage and mitigate uncertainties, and how to handle other parties like legal and finance in the contracting phase. In this conversation, you'll...

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49:31

Part 2. Choreograph Your Sales Activities

Breaking BizDev ·

2024/09/05

Make your sales process look effortless and feel frictionless.In Part 2 of their deep dive into the "Create, Choreograph, Contract" framework, Mark and John explore the importance of deliberate and structured interactions with buyers, like how mirroring and reflecting can establish trust, and how seeking permission at each step ensures both parties are aligned. In this conversation, you'll learn:The four essential stages of the sales process: qualification, discovery, recommendations, and neg...

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37:13

Part 1. Create New Business You Actually Want to Win

Breaking BizDev ·

2024/09/04

Yes, it is possible to get off the RFP hamster wheel. In Part 1 of their deep dive into the "Create, Choreograph, Contract" framework, John and Mark uncover the secrets behind creating the firm you want by breaking down different market segments, leveraging your network, and the power of proactive opportunity creation. In this conversation, you'll learn:The "iceberg" concept, which reveals a majority of potential clients are in the passive and status quo groups, offering hidden opportuni...

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33:32

Create, Choreograph, Contract: A Business Development...

Breaking BizDev ·

2024/09/03

Is your BD process disorganized? Disjointed? Nonexistent? Consider using this 3-part framework to get your sales back on track. In this episode, Mark introduces his three-part business development framework, "Create, Choreograph, Contract", aimed to help doer-sellers and dedicated business developers create a cyclical process for winning new business. In this conversation, you'll learn:An overview of "Create, Choreograph, Contract"Why firms should consider creating their own new bus...

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37:31

6 Sales Competencies for Professionals

Breaking BizDev ·

2024/08/19

If you're an engineer, architect, advisor, or consultant, chances are at some point in your career you'll need to learn how to develop new business. On this episode, Mark explains how experts and firms can create a "sales competency matrix" that helps firms identify and then build competence in specific areas. He does this by mapping 6 sales competencies across 5 levels of master:6 Sales Competencies:Behaviors and MindsetThe Sales ProcessSales PlanningPractice, Industry, and Client Knowl...

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65 results

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