Doer/Seller versus Seller/Doer
Potato/Potahto and Tomato/Tomahto
Okay; this is for all you operations professionals who are in a technical, service-based industry such as architecture, engineering, construction, software, banking, etc.
Your leader may have asked you to be part of the business development process and/or client relationship management functions. There is a term for this role, but some folks have told me that they are confused by the semantics.
Is it Seller/Doer or Doer/Seller?
I prefer to distinguish it as Doer/Seller. It’s not, “Potato/Potahto/Tomato/Tomahto” to me, as that Louie Armstrong song states. While I am joking about the reference, there are clear, defining, and distinct differences in these terms.
In my experience, the first word distinguishes the priority placed on the role. For example, if someone calls it Seller/Doer, then the selling part of the role is the focus. However, if it’s Doer/Seller, the operations function is the most prominent.
Specifically, to be an excellent technical “Doer/Seller”, you must first have a solid, proven, and repeatable reputation at the “doing” part of your operations role. It requires for you (as the technician) to be able to develop credibility, composure, character, and reliability to carry the relationship to the close of the sale, to successfully execute the project, and then to rinse and repeat so you can achieve future, sustainable client retention.
I conceptualized the design of this Crossroads for Success model several years ago. It is based upon my work with technical teams, and it acknowledges the two parallel functions of the Doer/Seller role.
Crossroads for Success
I have observed that the truly successful Doer/Sellers fit into the highlighted crossroads area because they can achieve trust and credibility, by applying emotional intelligence with their clients from a relationship standpoint. Additionally, they harness their technical success from their operations experience to create that repeatable business.
What is not showcased on this model, and is imperative in mentioning, is that each Doer/Seller accomplishes their achievements differently. How you create your own business development style must be reflective of the project management and/or program management experience that you have. Otherwise, it won’t be authentic to you.
Remember, there is only one “I” in the words BusIness Development™. Additionally, there is only one “I” in your work as a contributor to your organization’s Doer/Seller model.
To wrap this all up with a big bow I do agree with the part of Armstrong’s song that states, “…for you like this and the other, while I go for this and that…”
We are all unique individuals and should be celebrated for our strengths, talents, experiences, etc. in our operations roles, as well as our contributions to our new and existing client relationships.
In Authentizity’s new, online Doer/Seller Business Development Course: BD Dynamics, Empowering the Technical-Minded, we can help you define your unique BD DNA as a Doer/Seller.
We’re getting very close! BD Dynamics will be released in the next week. Contact me at dlandry@authentizity.com or subscribe to our mailing list for updates at www.authentizity.com.
BD Dynamics, Empowering the Technical-Minded was released in August to great reviews. Visit www.bddynamics.com for more information.
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