Business Development Series

A collection of articles relating to the Competing to win solutions. They provide useful insights into winning more business.

Hands up, baby hands up

David McDermott
Business Development Series Posted by David McDermott

There is a lot of training providers who give poor advice on delivery and body language. In the first of three articles we examine effective use of hands and gestures.

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Pitch Perfect

Perfect pitch

David McDermott
Business Development Series Posted by David McDermott

Is content or delivery more important? Read on to find out about this frequently asked question by those involved in pitching for business.

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Top 10 common business development mistakes

David McDermott
Business Development Series Posted by David McDermott

In this research article we identify common mistakes made at each stage of the business development process. Critically, we also provide tips on best practice strategies at each stage.

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Consultative Sales – Questioning Skills

David McDermott
Business Development Series Posted by David McDermott

Consultative question skills that create needs and build value for your solution.

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Walk a mile in my shoes – a negotiation tip

David McDermott
Business Development Series Posted by David McDermott

Planning for a negotiations isn’t just about crunching the numbers.

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Keep those plates spinning Theresa!

David McDermott
Business Development Series Posted by David McDermott

One of the traps awaiting naive and unskilled negotiators is the temptation to settle some of the ‘easy’ issues early.

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