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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

33:56

Building Trust At Scale (Without 1,000 Coffee Chats)

Breaking BizDev ·

2025/11/24

Everyone knows trust is the currency of professional services—but most firms are trying to earn it in the slowest way possible: one lunch/coffee/zoom chat at a time. In this episode, John and Mark break down how to scale trust using the Trust Equation, parasocial relationships, and modern content channels that build credibility, reliability, and intimacy long before a prospect ever speaks to you. If you want more pipeline without doubling your lunch budget, this one’s for you. Special gues...

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25:46

The Engagement Meeting: Take a Step Back and See The...

Breaking BizDev ·

2025/11/10

Most consultants say they’re “too busy doing the work” — as if that’s a badge of honor. But here’s the uncomfortable truth: you never stop to ask “are we still doing the right work?” In this episode, John and Mark break down the concept of the engagement meeting; a deliberate, structured conversation designed not to move a project forward, but to make sure everyone is aligned with its direction. It’s where you zoom out, recalibrate priorities, and turn reactive “fire drills” into proac...

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43:18

The Power Of Saying 'No': Turning Down Opportunities...

Breaking BizDev ·

2025/10/27

Saying yes feels good. It’s helpful, it’s human—and it’s how your firm quietly bleeds to death. 😵 In this episode, John and Mark dive into the real power of saying NO: qualifying hard, protecting your pipeline, and choosing clients and marketing efforts that actually move your firm forward. Plus, they explore the cognitive traps (hello, sunk cost fallacy and FOMO) that keep you from doing it. 00:00 Introduction 02:06 Welcome 03:21 Qualification 08:16 Cognitive Biases 10:48 FOMO 14:25 No

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41:02

The Pipeline Graveyard: Bringing Cold Leads Back to Life

Breaking BizDev ·

2025/10/13

Your CRM is haunted. Not by ghosts...but by cold leads, stalled proposals, and “maybe next quarter” conversations that never saw the light of day. In this episode, John and Mark take you on a guided tour of the Pipeline Graveyard—where dead deals lurk, and second chances await. Despite the Halloween theme, this one’s evergreen. Because let’s be honest: deals go dark year-round. We’ll show you how to diagnose the truly dead, spot signs of life, and—when the timing’s right—resurrect opportunit...

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37:38

Partner Involvement in Sales and Marketing: What...

Breaking BizDev ·

2025/09/29

Go ahead, put all of BD on the shoulders of your most expensive asset. What could possible go wrong? In this episode, John and Mark explore the pros and cons of partner involvement in business development. They look at the benefits and drawbacks of a firm partner's role in both marketing and sales. Identify actionable strategies for helping your firm's partners engage in the right kind of business development efforts. CHAPTERS 00:00 Welcome + Listener shoutouts 03:18 Episode Rundown 04...

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41:02

Listen Up! Create Stronger Client Bonds With Empathy...

Breaking BizDev ·

2025/09/15

"You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you." - Dale Carnegie In this episode, Mark and John explore the importance of understanding clients better than they understand themselves. The conversation focuses on how actively listening to understand client needs can transform your business success, highlighting key concepts such as the empathy gap, the empathy map, and how this level of ...

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37:39

Quit Your Pitching! How NOT to do Social Selling

Breaking BizDev ·

2025/09/01

Before you pitch slap that prospect, listen to this episode. John and Mark tear down some terrible 'pitch slaps' from their LinkedIn DMs and offer a better way to approach social media. Shift your social media marketing from spammy sales tactics to authentic relationship-building. Listen to this episode to learn more. CHAPTERS: 00:00 Welcome 00:59 Origins of the Pitch Slap 03:20 Social Selling 10:47 Pitch Slap Examples 19:50 A Different Way to Do Social Selling 30:48 Connect Instead of Crea...

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36:37

The 3 Buyer Archetypes: How to Engage With Each Role...

Breaking BizDev ·

2025/08/18

What kind of buyer did you talk to on your last sales call? When it comes to buying professional services, there is usually more than one buyer. Some refer to this as a 'buying committee.' So what different roles do each of these buyers play? How should you engage them? What should you watch out for? These are the kind of questions that John Tyreman and Mark Wainwright will answer in this episode of Breaking BizDev. CHAPTERS: 00:00 Intro 03:00 The Buying Committee 04:32 The Three Diff...

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40:27

Account Expansion: Unlock Revenue You Already Earned

Breaking BizDev ·

2025/08/04

Why expand existing accounts when you can chase new logos forever? 😵‍💫 On this episode, John and Mark break down the concept of 'account expansion' — growing revenue from existing client accounts: • The difference between upsell and cross-sell • 3 common mistakes firms make in account expansion • Identifying key decision-makers and organizational triggers • The importance of curiosity in building trust in relationships • How to frame your services in the context of what the client values

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31:58

Digital Marketing Strategy for Consulting Firms

Breaking BizDev ·

2025/07/21

For consulting firms that have exhausted their network and the referral well has run dry, a digital marketing strategy is essential to attract new clients. But how? In this episode, Mark and John walk through a step-by-step framework perfect for experts and firms who need to reach a broader audience to generate new business opportunities. This doesn’t mean you need to become a well-known celebrity or go ‘viral’ at a Coldplay concert. Instead, build visibility within a tight, focused slice of ...

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37:21

Selling or Serving: Is Your Firm Truly Client-Centric?

Breaking BizDev ·

2025/07/07

Professional Services. It's in the name. If you're in professional services, you're in the business of SERVING clients. On this episode of Breaking BizDev, John and Mark take a look at the transformative power of adopting a client-centric mindset in marketing and sales activities. Listen to this episode and you'll hear: From selling to serving—an overview of the core mindset shiftWhere firms get it wrongWhat a client success mindset looks like in practiceHow to build the culture that support...

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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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65 results

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