Practices

The Practice of Practice

Practice is not just about giving it a go and repeating.  We define practice as the investigation of how people should approach aspects of their business performance in full awareness of their own unique thinking style and emotional make-up, and that of the individuals they are relating to – be they customers, colleagues, business partners etc.

authorDavid McCubbin

The Business Development Conversation

The Business Development Conversation is an overarching framework that identifies five phases through which the conversation may pass and the attendant qualities that make each phase effective. While this sequence appears linear, in practice genuine engagement comes with responding to whatever arises in the moment. This does not preclude the intention to achieve specific outcomes but rather requires a more flexible and immediate approach. The art is in knowing where, what and how to contribute to the flow.

Each verb describes a stage in the conversation where joint action is required. The person leading the conversation creates the impetus for the needs of each stage to be met.

This article describes how an effective BD Conversation might run.

authorDavid McCubbin