Introducing Authentizity's Relationship Intelligence™  Growth Strategy - Part Four

Relationship Intelligence™ is a proprietary business development category pioneered by Authentizity.

As a forerunner in leadership training evolution, Authentizity introduces Relationship Intelligence Growth Strategy — a distinctive framework that redefines how organizations approach development, performance, and long-term impact.

Rather than treating leadership, communication, culture, and growth as separate initiatives, Relationship Intelligence™ integrates all four core service areas into one cohesive system. 

Each area can stand alone as a focused solution, yet when implemented together, they operate synergistically to create a holistic growth philosophy.

This is not traditional training.
It is a new standard — where relational clarity becomes the engine for measurable, sustainable business growth.

Want to learn more? Contact me and schedule an Executive Brief today at dlandry@authentizity.com!

#achievementsinBD #businessdevelopment #doerseller #sellerdoer #relationshipintelligence #clientrelationships #bdtraining #businessdevelopmenttraining #technicalsales #listening intelligence #listeningetiquette #authentizity #dawnflandry #bddynamics #winningwithwhiskers

Introducing Authentizity's Relationship Intelligence™  Growth Strategy - Part Three

Relationship Intelligence™ is a proprietary business development category pioneered by Authentizity.

As a forerunner in leadership training evolution, Authentizity introduces Relationship Intelligence Growth Strategy — a distinctive framework that redefines how organizations approach development, performance, and long-term impact.

Rather than treating leadership, communication, culture, and growth as separate initiatives, Relationship Intelligence™ integrates all four core service areas into one cohesive system. 

Each area can stand alone as a focused solution, yet when implemented together, they operate synergistically to create a holistic growth philosophy.

This is not traditional training.
It is a new standard — where relational clarity becomes the engine for measurable, sustainable business growth.

Want to learn more? Contact me and schedule an Executive Brief today at dlandry@authentizity.com!

#achievementsinBD #businessdevelopment #doerseller #sellerdoer #relationshipintelligence #clientrelationships #bdtraining #businessdevelopmenttraining #technicalsales #listening intelligence #listeningetiquette #authentizity #dawnflandry #bddynamics #winningwithwhiskers

Introducing Authentizity's Relationship Intelligence™  Growth Strategy - Part Two

Relationship Intelligence™ is a proprietary business development category pioneered by Authentizity.

As a forerunner in leadership training evolution, Authentizity introduces Relationship Intelligence Growth Strategy — a distinctive framework that redefines how organizations approach development, performance, and long-term impact.

Rather than treating leadership, communication, culture, and growth as separate initiatives, Relationship Intelligence™ integrates all four core service areas into one cohesive system. 

Each area can stand alone as a focused solution, yet when implemented together, they operate synergistically to create a holistic growth philosophy.

This is not traditional training.
It is a new standard — where relational clarity becomes the engine for measurable, sustainable business growth.

Want to learn more? Contact me and schedule an Executive Brief today at dlandry@authentizity.com!

#achievementsinBD #businessdevelopment #doerseller #sellerdoer #relationshipintelligence #clientrelationships #bdtraining #businessdevelopmenttraining #technicalsales #listening intelligence #listeningetiquette #authentizity #dawnflandry #bddynamics #winningwithwhiskers

Introducing Authentizity's Relationship Intelligence™  Growth Strategy - Part One

Relationship Intelligence™ is a proprietary business development category pioneered by Authentizity.

As a forerunner in leadership training evolution, Authentizity introduces Relationship Intelligence Growth Strategy — a distinctive framework that redefines how organizations approach development, performance, and long-term impact.

Rather than treating leadership, communication, culture, and growth as separate initiatives, Relationship Intelligence™ integrates all four core service areas into one cohesive system. 

Each area can stand alone as a focused solution, yet when implemented together, they operate synergistically to create a holistic growth philosophy.

This is not traditional training.
 

It is a new standard — where relational clarity becomes the engine for measurable, sustainable business growth.

Want to learn more? Contact me and schedule an Executive Brief today at dlandry@authentizity.com!

#achievementsinBD #businessdevelopment #doerseller #sellerdoer #relationshipintelligence #clientrelationships #bdtraining #businessdevelopmenttraining #technicalsales #listening intelligence #listeningetiquette #authentizity #dawnflandry #bddynamics #winningwithwhiskers

In today’s vlog post, I discuss the complexities of large-scale "whale projects," explaining that as deals grow larger, they become more intricate in terms of identifying decision-makers, champions and influencers in the business development process.

I share a detailed example from one of my past project wins that involved multiple stakeholders including the Client, developer, architect, and other stakeholders.

To succeed in winning these complex deals requires building strong relationships and demonstrating genuine interest and hunger for the project, while also being prepared to address competitive "ghosting" tactics that can disrupt opportunities.

Successful technical service-based sales (like those in the AEC industry) are relational rather than transactional.

With more than three decades of experience in B2B business development, I delve deeper into these concepts through Authentizity’s BD Dynamics™ and Relationship Intelligence™ programs.

Want to learn more? Contact me at dlandry@authentizity.com today!

#achievementsinBD #businessdevelopment #doerseller #sellerdoer #whaleprojects #leadershipinsales #bdtraining #businessdevelopment #technicalsales #authentizity #dawnflandry #bddynamics #winningwithwhiskers

Have Your Clients Put You in a Box?

It happens. In fact, it recently happened to me.

A newer Client hired me for one of Authentizity’s service offerings, but had no idea that we have other complimentary aspects to the business.

In today’s vlog post, I discuss cross-selling from a business development perspective, highlighting how Clients sometimes limit our services to a single aspect despite our broader capabilities.

It’s crucial to remember the #1 rule of cross-selling: We have to have the proven and depth of the relationship before we have the ask.

Otherwise, forcing this conversation too early can appear sales-focused rather than Client-focused. Successful cross-selling occurs when we have already delivered value in one area and then we can naturally introduce related services.

Want to learn more? Contact me at dlandry@authentizity.com today!

#achievementsinleadership #leadership #inspiration #motivation #leadershipinsales #bdtraining #businessdevelopment #technicalsales #doerseller #sellerdoer #authentizity #dawnflandry #bddynamics #winningwithwhiskers

How Hungry Are You?

Now I'm not talking about food; I'm referring to inspiration today. The importance of staying motivated is a theme that has been recurring with many of my executive coaching Clients lately. For me, one surefire way to remain hungry is when I have opportunities to invest in Authentizity's service offering (which is an investment in my growth and learning). It's the only way that I can avoid becoming complacent and stuck, stale, and stagnant. How about you? What will it take for you to reignite your passion? There's no better time that the present!

Reach out for advice and tips by contacting me at dlandry@authentizity.com today!

#achievementsinleadership #leadership #inspiration #motivation #leadershipinsales #bdtraining #businessdevelopment #technicalsales #doerseller #sellerdoer #authentizity #dawnflandry #bddynamics #winningwithwhiskers

Have your role/responsibilities changed in the past year?

For instance, are you now a leader within your organization? Or, have the projects that you are now targeting BD-specific grown in size and scope?

If so, are you struggling to “count” your achievements? (i.e., Do you get to the end of the week and feel like you haven’t accomplished a thing?)

In today’s vlog post, I discuss how Authentizity’s executive clients have shared their struggles with counting achievements as new leaders. Our work together includes their evolution from achieving tactical tasks to growing/mentoring/supporting their team members in their own achievements.

Additionally, I share my own consulting experiences based on the evolution of BD strategy for smaller projects to larger "whale" ones. I identify how smaller projects require constant hustle and quick turnover, larger projects have different achievement milestones and require different tactics for client relationship management.

Do you want to discover more? Contact me at dlandry@authentizity.com today!

#achievementsinleadership #leadership #BDforwhaleprojects #leadershipinsales #bdtraining #businessdevelopment #technicalsales #doerseller #sellerdoer #authentizity #dawnflandry #bddynamics #winningwithwhiskers

Are you busy in your business for busyness sake? Do you wear it like a badge of honor?

In today's vlog post, I discuss the importance of managing busyness to prevent burnout, especially during the holiday season. By prioritizing self-care, strategy and pacing ourselves, we can avoid overcommitting to events and activities.

That also comes with an awareness that we need to put aside any FOMO (fear of missing out) feelings!

Don't forget to maintain energy reserves for family time celebrations as we walk into the new year.

Speaking of the new year, how do you plan to walk into 2026? My intention is to enter 2026 with a lighter burden and hope for the future.

So, what about you? How do you balance your business busyness, especially at this time of year? Be selective and strategic.

And, if I can help you, don't hesitate to reach out.

#busyness #busynessinbusiness #2026 #authentizity #dawnflandry #winningwithwhiskers #bddynamics

Have you ever sold yourself right out of a sale?

I HAVE! In fact, it happens to most of us.

The #1 reason for this complication? A lack of effective communication and individualized listening habits intentionally tuned in to advance our business relationships.

In today’s vlog post, I share my own experiences of what happens when I talk myself out of a sale by failing to recognize a client’s verbal and non-verbal cues.

I also highlight a framework for effective listening in sales, emphasizing the importance of understanding clients' perspectives, data, and big ideas and customizing the messages to the individual.

Self-awareness is vital to success but it’s only one part of the equation. With empathy and curiosity for the person on the other side of the table, we ensure more targeted success in our sales interactions.

Do you want to discover more? Contact me at dlandry@authentizity.com today!

#listeningintelligtence #LQ #effecitvelistening #leadershipinsales #bdtraining #businessdevelopment #technicalsales #doerseller #sellerdoer #authentizity #dawnflandry #bddynamics #winningwithwhiskers

What’s Your Personal Brand?

If your name comes up in a conversation when you’re not around, do you know what you’re known for?

In today’s vlog post, I discuss the importance of personal branding and its role in conveying our ambassadorship for both ourselves and our organizations.

If we can’t articulate our individual value and our personal "why," then we will struggle to advocate for ourselves — whether we are seeking promotions, new opportunities, or persuading decisions in favor.

As you look forward to 2026, what are you most proud of in your career? Where do you want to advance to next?

With continuous self-awareness and self-investment through learning opportunities, we can accelerate our value and personal brand.

Do you want to discover more? Contact me at dlandry@authentizity.com today!

#personalbrand #individualvalue #mywhy #leadershipinsales #bdtraining #businessdevelopment #technicalsales #doer-seller #seller-doer #authentizity #dawnflandry #bddynamics #winningwithwhiskers

The Importance of Tweener Work to Your BD Strategy!

Wouldn’t it be wonderful if our work was predictable and we could go from one big project to the next without a lapse in time?

Alas, slippage happens to the best of us so we need to have a plan to keep our folks billable until the next large contract starts.

I call it “tweener” work and it’s massively important to our business development strategy.

In today’s vlog post, I discuss how smaller projects can be extremely valuable to deepen new client relationships by showcasing our talent and capabilities in that these tweener projects can lead to larger opportunities and long-term client retention.

How does smaller work fit into your service mix? Contact me at dlandry@authentizity.com to strategize today!

#leadershipinsales #bdtraining #businessdevelopment #technicalsales #doer-seller #seller-doer #authentizity #dawnflandry #bddynamics #winningwithwhiskers

Do You Want to be a Bad Listener?

What a ridiculous question, right? Yet, despite our best efforts, we really miss the mark more times than not.

It’s because no one has ever taught us how to be more attuned listeners nor better our listening habits.

Our brains are often distracted, processing only 25% of listening while engaging in other activities. There are three components to remaining in a dialogue: self-awareness for times when we’re distracted, reconnecting with the person/people speaking, and listening to learn.

Want to become more effective in your own listening? Contact me at dlandry@authentizity.com to learn more today!

#leadershipinsales #echolistening #listeningintelligence #bdtraining #businessdevelopment #technicalsales #doer-seller #seller-doer #authentizity #dawnflandry #bddynamics #winningwithwhiskers

A Power Skill for BD Success?

For success in both transactional and relational sales, what’s the most crucial “power skill”?

It’s listening intelligence, by the way.

We all know that impatience and assumptions can hinder understanding client needs. And…most of us want to be better listeners.

However, we’re hardwired for distraction.

Our brains naturally process information at 500 words per minute, but we speak (on average) 125-150 words per minute.

So, what’s the solution?

It’s ECHO Listening Intelligence which defines four types of listening preferences: connective, reflective, analytical, and conceptual. Becoming aware of one's own listening style is essential for adapting to others and staying engaged in conversations.

Want to become more effective in your own listening? Contact me at dlandry@authentizity.com to learn more today!

#leadershipinsales #seniorleader #bdtraining #businessdevelopment #technicalsales #doer-seller #seller-doer #authentizity #dawnflandry #bddynamics #winningwithwhiskers

When Is the Best Time for BD Training for Your Team?

In today’s vlog post, I highlight the most optimal timing and importance of business development training.

Business Development Training Planning Discussion

It's never too late to implement a doer/seller technical business development training program. For ultimate success, planning and customization require time. I recommend including it in next year's budget if it's not already in your firm’s current plans.

Succession Planning and BD Dynamics

Don’t forget the importance of succession planning for client relationships and business development, similar to leadership transition planning. One component of Authentizity’s BD Dynamics™ business development training program is aimed at transferring relationships.

Another emphasizes the importance of client retention as a form of business development. It encourages professionals attending business development training now to cultivate and advance client relationships over the next five years.

Business Development Training Insights

BD Dynamics™ is approaching 1,000 participants in the past 10 years, including architects, engineers, and commercial contractors. It has received vast and varied positive feedback from post-training surveys including “how it made the concept less of sales/business development intimidating for attendees.”

Next steps

• Include business development training in their budget for next year.

• Check our Authentizity’s BD Dynamics case study link for more information: https://www.authentizity.com/case-studies.

• Contact me at dlandry@authentizity.com to learn more today!

#leadershipinsales #seniorleader #bdtraining #businessdevelopment #technicalsales #doer-seller #seller-doer #authentizity #dawnflandry #bddynamics #winningwithwhiskers

How to Approach BD as an Investigative Reporter…

When I deliver Authentizity’s BD Dynamics™ business development training, I compare BD to elements of dating — emphasizing the importance of maintaining contact with potential clients and “staying in the deal”.

Recently, it occurred to me that BD is often like being an investigative reporter to thoroughly go deep in all aspects of an account, including identifying not only decision-makers but also key influencers and champions.

Similarly, we can’t assume the outcome and must investigate all sources for all relevant aspects of the account to connect the threads capture the deal.

What about you? How much you consider this analogy in your own approach to business development?

Contact me at dlandry@authentizity.com to share their thoughts or questions today!

#bdasdating #bdasinvestigativereporter #B2B #businessdevelopment #technicalsales #authentizity #dawnflandry #bddynamics #winningwithwhiskers

All Careers Turn Into Sales Jobs… When You Get Senior Enough!

As careers progress, the ability to sell and maintain client relationships becomes crucial. In today’s vlog post, I discuss the importance of developing sales skills and client relationships in the face of technological changes, particularly with the rise of AI.

I also highlight the significance of active listening in leadership and client interactions. It’s crucial to move beyond the stigma of the term “sales” by viewing it as a way to build meaningful client relationships.

Contact me at dlandry@authentizity.com to learn more today!

#leadershipinsales #seniorleader #executiveleadership #listeningintelligence #businessdevelopment #technicalsales #echo #authentizity #dawnflandry #bddynamics #winningwithwhiskers

Strategy, Strategy Everywhere... It's That Time of Year Again!

Strategy drives me. It oozes from my pores.

I intuitively strategize -- from the smallest of activities to the largest of problems, I LOVE identifying the best solution with a step by step plan for success.

In today’s vlog post, I discuss the importance of reviewing and utilizing strategic plans, particularly in the context of business development and operations. I emphasize the need to analyze leads, win-loss ratios, and gather feedback from both won and lost opportunities to improve future strategies.

I also encourage organizations to seek strategic input from various voices within the company and stressed the importance of proactive rather than reactive business planning.

Here are some next steps to drive your own strategy:

Next steps

• Revisit strategic business development and operations plans for 2025. How’d you do?

• Analyze where their leads are coming from .

• Review their win/loss ratios and strategies.

• Conduct debriefs for both won and lost opportunities.

• Consider diversification of business offerings for the next 3-5 years.

• Identify potential new market sectors that align with their business.

• Gather input from various voices within your organization for strategic planning.

Want me to lend my strategy to you and your organization? Reach out at dlandry@authentizity.com.  

— Dawn F. Landry

#strategy

#hardwiredforstrategy

#problemsolving

#2026businessplanning

#stepbystep

#authentizity

#dawnflandry

#bddynamics

AI’s Impact on Our Business Relationships - How To Set Our Teams Apart!

In today’s vlog post, I identify the impact of AI on business relationships, emphasizing how the development of emotional intelligence, communication, and listening skills will help us and our teams remain relevant in the future workforce.

These soft skills are actually POWER SKILLS to ensure professionals can leverage AI effectively and adapt to changing job markets.

I’ve highlighted a few next steps for your consideration:

• Develop training programs focused on emotional intelligence, communication, and listening skills for emerging leaders and frontline workers.

• Integrate AI literacy and communication skills development into employee training and professional growth plans.

• Prioritize the development of soft skills, such as empathy and adaptability, for your managers with their teams to prepare for the impact of AI on job roles.

• Invest in tools and resources that enhance listening intelligence and team communication.

As a Practitioner of ECHO Listening Intelligence LQ and LIFT™ (Listening Intelligence For Teams) services, I assist individuals and organizations in the identification and coaching of their listening preferences/habits.

Contact me at dlandry@authentizity.com to learn more today!

#listeningintelligence #communication #echo #authentizity #dawnflandry #bddynamics #winningwithwhiskers

Did You Know that Listening Is a Habit that Can Be Changed?

Research shows that companies with highly effective communicators deliver a 47% higher total return to shareholders and are 3.5 times more likely to significantly outperform their industry peers.

For years, many have referred to abilities like communication, leadership, and emotional intelligence as “soft skills,” but that term underestimates their complexity, significance, and financial impact. These power skills are among the most critical assets in any organization.

ECHO Listening Intelligence™ helps us identify our listening preference (connective, reflective, analytical, or conceptual) and change our listening habits to those around us.

As a Practitioner of ECHO Listening Intelligence LQ and LIFT™ (Listening Intelligence For Teams) services, I assist individuals and organizations in the identification and coaching of their listening preferences/habits.

LQ identifies four types of listening preferences including: connective, reflective, analytical, and conceptual.

Why is this important? Because listening is not just a courtesy—it’s a business advantage. So, what’s your listening preference and how might you adapt your habits to those around you?

Contact me at dlandry@authentizity.com to learn more today!

#listeningintelligence #communication #echohashtag #authentizity #dawnflandry #bddynamics #winningwithwhiskers