Stop Hunting. Start Planting!
Stop Hunting. Start Planting!
What do you do with business development when you’ve already won more work than you can deliver?
One of my clients is living that question right now. They went whale hunting, and it worked!
They landed the big projects. The backlog is full. And their delivery teams are stretched as far as they can go.
So is the BD work done? Not even close. It just changes shape.
I call it the shift from whale hunting to seed planting, and it’s the subject of this week’s vlog.
Here’s what I’m asking leaders to do in this season:
Invest instead of chase. Use this window to position for the markets you want next and to deepen the relationships you already have.
Redefine the win. If your team only knows how to celebrate new deals, they’ll keep chasing them. Tell them what success looks like right now: quality delivered and relationships protected.
Tell Clients the truth about your capacity. Then stay in the relationship through smaller “tweener” projects, so you’re still in the room when the next big one comes around.
Seed planting takes patience.
I won’t pretend it’s as exciting as the hunt! But the firms that plant while they’re busy are the ones with something to harvest when the backlog burns off.
Where is your firm right now, hunting or planting?
Hit reply and tell me or reach me at dlandry@authentizity.com.
Also, if you haven’t already subscribed, you can subscribe to my YouTube channels at https://www.youtube.com/@TheAuthentizityProject and https://www.youtube.com/@dawnflandry.
— Dawn F. Landry
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