Real Relationships Real Revenue - Audio Edition

Real Relationships Real Revenue - Audio Edition

Are you leading important client relationships and also on the hook for growing them? The growth part can seem mysterious, but it doesn’t have to be! Business development expert Mo Bunnell will take you inside the minds of some of the most interesting thought leaders in the world, applying their insights to growth skills. You’ll learn proven processes to implement modern techniques. You’ll learn how to measure their impact. And, everything will be based in authenticity, always having the client’s best interest in mind. No shower required. CLAIM=c0c5a758f2e624177aba6d816a15a7268d310491=CLAIM

Episodes

June 27, 2022 49 min

Mo asks Cyril Peupion: When was the moment you realized that growth was great?

  • Cyril started his own business with a partner after completing his MBA so he had an interest in business development right from the beginning.
  • With time, he realized how much he had to learn about sales and relationship building.
  • Impact is a keyword in how Cyril views the world. If he had only one principle piece of advice to give to people, it would be to...
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    Jonathan Reckford shares his incredible experiences at the helm of Habitat for Humanity and how he’s helping to change the world by creating strategic partnerships with other organizations, and how it all starts with building relationships first. Find out how the CEO of Habitat for Humanity, one of the biggest non-profit organizations in the world, can still make time each month to work on his Protomoi List and why aligning a poten...

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    Mo asks Jonathan Reckford: You get to magically record a video and send it back to your younger self with some advice. What do you say?

  • Jonathan spent most of his youth thinking about what he wanted to do instead of who he wanted to be. He would tell his younger self to focus on the ‘who’ before the ‘what’ first.
  • If you never fail, it's likely you're not going big enough.
  • Hope is built in the community. Volunteering gives you...
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    Mo asks Jonathan Reckford: Tell us a development or growth story that you're really particularly proud of.

  • Jonathan tells the story of a complex corporate partnership between Habitat for Humanity and Hilty, and how they’ve worked together closely after building a relationship over the years.
  • Each year, the two organizations began to work more closely together and started developing new innovative approaches to achieving their mu...
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    Mo asks Jonathan Reckford: What’s your favorite science, step, or story from GrowBIG Training or the Snowball System?

  • Jonathan’s first favorite is the Herrmann Brain Dominance Instrument. He uses it all the time in talking with potential partners and tailoring the conversation to how they process information and think.
  • Wrapping your data into a story is a great way to hit on more of the four ways people think, but also make your dat...
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    Mo asks Jonathan Reckford: What's your personal definition of growth?

  • Ultimately, it's all about impact, but in order to make an impact you need fuel.
  • Creating complex partnerships is very aligned with good development practices, which is valuable for Jonathan because growth at Habitat for Humanity means having conversations around fundraising.
  • When he made the mindset switch to solving someone’s problem, raising money became...
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    Mo asks Jonathan Reckford: When did you realize you wanted to grow something big and make an impact?

  • Jonathan had a lot of great role models growing up, with his grandmother being one of the first women in Congress. She would always ask Jonathan what he was going to do to be useful, a mindset that he eventually adopted and grew into.
  • Jonathan assumed he would follow her footsteps into politics and law, but quickly realized after col...
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    Marty Fagan shares his strategy for entering new markets at TransUnion and why the Three Legged Stool approach to business development is the most effective way to build relationships with complete strangers. Find out why business development is sales plus thought leadership, why valuable relationships, both  in life and in business, begin with authenticity and passion, and why persistence is one of the most powerful success habits...

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    Mo asks Marty Fagan: If you could record a video about growth or Business Development, and send it back to your younger self, what would you say?

  • First thing is to be authentic. If you truly are authentic, people can pick up on that. And if you're not authentic, they can pick up on that as well.
  • If you’re talking to someone and you don’t think your solution is a good fit, don’t sell it to them.
  • Closing the sale no matter what may...
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    Mo asks Marty Fagan: I want you to tell me of a business development story that you're particularly proud of.

  • Marty tells the story of an opportunity he had been pursuing for three years where his persistence really paid off.
  • Despite the lack of traction for multiple years, Marty kept persisting and keeping the lines of communication open because he knew that the area the client needed help in was something they could provide an...
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    Mo asks Marty Fagan: When you think of GrowBig Training or the Snowball System, what's your favorite science, step, or story?

  • The Give to Get is the easy answer for Marty.
  • By utilizing the Give to Get, Marty’s team establishes a much stronger relationship with their customer and gets them bought in, drastically increasing the odds of landing the business.
  • You’re becoming a partner with your customer through the process by investi...
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    Mo asks Marty Fagan: What is your personal definition of business development?

  • Business development is sales but in a different way. You have to think strategically from a thought leadership perspective instead of tactically.
  • Sales and marketing should be integrated, and that’s what happens within the context of business development.
  • This is the approach TransUnion uses to enter new markets. They combine the sales, solutions, and mar...
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    Mo asks Marty Fagan: Go back in time and tell me of the moment when you realized growth or business development was something you wanted to dive into.

  • In his role at TransUnion, Marty is helping the organization explore new areas of the market that the business has never participated in before, and that’s where business development has been a critical component.
  • As an unknown entity, it requires an entirely different mindset in how ...
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    Monty Hamilton shares the principles and strategies he used to start his career, launch Rural Sourcing, and grow the company up to 1,000 employees. Find out why business always boils down to relationships, why the key to solving client problems is to appreciate those problems, and discover the framework for growing both a business and your personal skills.

     

    Mo asks Monty Hamilton: Take us back to the moment when you realized that ...

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    Mo asks Monty Hamilton: If you could record a video and send it back to your former self, something around business development or growth mindset, what would it say?

  • Monty would tell himself to not settle. Looking back, he can see that he didn’t always have the abundance mindset he needed to grow past barriers.
  • He would also say to take more risks and that it’s okay to fail.
  • The third thing would be to enjoy the journey more and be l...
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    Mo asks Monty Hamilton: Tell us a business development story that you are really proud of.

  • Monty’s proudest moment occurred three years ago, when they sold a stake in Rural Sourcing to Bain Capital. It took building the right relationships and getting people to believe in the mission, vision, and story of the organization.
  • Monty brought them into the center in Alabama to give them a feel for the culture and the organization beyond t...
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    Mo asks Monty Hamilton: What’s your favorite science, step, or story from the GrowBIG Training or Snowball System?

  • The blueprint of Monty’s business is think big, start small, scale up.
  • Rural Sourcing started out as a 10 person organization and has since scaled up to 1,000 employees, with the future goal of 3,000 employees and 30 centers all over America.
  • It’s a growth mindset that can be applied across a 10,000 person organization, ...
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    Mo asks Monty Hamilton: What is your personal definition of business development?

  • Growth is simply about relationships. Being valuable to someone is intrinsically rewarding.
  • Over the course of Monty’s career, the Give To Get mentality became a core part of how he built the business. Fundamentally, it’s about whether or not you can create a truly authentic and transparent relationship with someone while helping them.
  • Don’t focus on wh...
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    Mo asks Monty Hamilton: Take us back to the moment when you realized that growth was great and it was something you wanted to focus on.

  • Monty landed a job at Arthur Anderson Consulting out of business school, where he got his start learning how to program in COBOL. Business process reengineering and strategy became part of his day to day eventually. It was there that Monty met the group of guys that would start Clarkson Consulting ...
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    Andrew Robertson, CEO of BBDO Worldwide, shares the key principles of business development success that every subject matter expert can immediately apply to their career. Learn how to ensure every business relationship is a triple win, the one BD strategy that will change the way you think about who to build relationships with, and why discipline is the most important factor in your ultimate success and why it’s a skill that everyo...

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