8 Principles of Business Development Success: Mindset, Focus and Cadence

8 Principles of Business Development Success: Mindset, Focus and Cadence

James Osborne James Osborne

James Osborne

Chairman and Chief Growth Officer @ The Recruitment Network | Enabling Recruitment Business Leaders to maximise their performance, productivity and profitability.

发布日期: 2022年4月4日
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Just some ramblings from our recent conversations with recruitment leaders around the topic of sales and business development...

Mindset

  • Create your own growth journey, irrespective of what everyone else is doing
  • Swap pessimism for opportunism
  • Capitalise on the new market share
  • Create the change you want to be / rapid fire evolution.

Control the Controllables

  • Avoid the distractions
  • Move from “difficult” to “different”.
  • Reposition yourselves – strategic partners, not transactional suppliers

Design your New Normal

  • What do we want our new normal to be?
  • Don’t let paralysis set in / Re-engineer the way you work now
  • Think – easy to buy, easy to use, hard to get rid of (sticky)

Focus

  • Only work on the top 3 core drivers – nothing else matters
  • Meetings, Meetings, Meetings
  • Interviews, Interviews, Interviews
  • Profit – Good business only / maintain margins

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Low Hanging Fruit 1st

  • We are spending too long looking for new opportunities - opportunities sitting right in front of us.
  • Existing customers
  • Dormant customers
  • Network maps – who knows who?

Go where the market is going – look at the trends, where is the market going?

  • Which markets are struggling? Pivot away from them.
  • Who is stagnating? Develop a maintenance programme
  • Who is winning? Target with all you have!
  • Turn non-customers into customers – create and align products to their tomorrow’s needs

Cadence

  • We have been stopped, started continuously for the past 24 months, and will continue to be.
  • When everyone else stops and starts, the winners are those who keep the momentum going.
  • Create a rhythm, get a daily cadence of minimum activity, weekly cadence of minimum standards.
  • No excuses!
  • Set Weekly Baselines and work in 90 day sprints
  • Activity levels up and above pre-covid times

Pipeline, pipeline, pipeline

  • Who on earth said stop selling?!!!
  • No-one – just adapt how you do it.
  • Make sales strategic – a mapped out and well defined, end to end process
  • Make sales consultative – sell solutions, with products sitting behind them
  • Align and measure marketing impact on sales… or stop doing it!

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Marc Cohen

Empowering recruitment & staffing entrepreneurs to scale in USA ?? Investor, Chairman, NED, M+A Expert ?? Sold global business at 8.6x in 2019

2 年

Really good James. I am thinking about 'go where the market goes' and perhaps we need to focus more on where market is going TO in 5 years and recruit for that now. As an example if I follow Warren Buffet's trend investing I am already one step too late - my goal would be to focus on shares that I think can be blow up in future and invest now. If we apply this ethos to recruitment we can help companies that are growing in the space and then when it becomes the new hot recruiting market (aka competition) we move to the next future big thing. This way we are setting the path before the wider market goes there.

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Glynne D.

Managing Director at Vanta Staffing Ltd and Gotpeople Ltd Football Coach at Flackwell Heath Minors

2 年

Thanks For sharing this James, informative and on point.

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Abigail Stevens FREC

Assisting Companies to recruit the best accountants in the world and accountants to move to their dream location, with a purpose of Improving Lives.

2 年

Excellent ramblings! In fact more sensible tips then ramblings. Thank you James for collating these

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