Topics We Explored:
Mo Bunnell’s new book Give to Grow and why it makes sense to focus on relationships and a giving mindset as the foundation for long-term business success.
How to define business development and distinguish it from pure sales, as well as the importance of strategic helpfulness in developing a business or career.
The logic behind providing value upfront through small projects or advice to build trust and increase the likelihood of future business and engagement.
Strategies for making effective recommendations and managing client expectations, including the use of social proof and escalating commitments.
Links and Resources Mentioned in This Episode:
Give to Grow Supplemental Materials: Downloadable resources, including the Give to Grow Team Launch Guide, top lead generation methods worksheet, meeting prep questions, research citations, and an exclusive secret chapter.
Find Your Business Flow: PF’s new cohort program to help entrepreneurs focus on (among other things) growth — building relationships, scaling your business, and winning the work that matters.
About Mo Bunnell:
Mo Bunnell helps complex organizations grow by scaling business development skills and creating a growth-oriented culture. He’s the founder of Bunnell Idea Group (BIG) and the author of The Snowball System. BIG has trained tens of thousands of professionals at hundreds of organizations. Mo lives in Atlanta, Georgia.
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Episode Timestamps
[0:01:46] Charlie Gilkey introduces Mo Bunnell and discusses why he's excited about the Give to Grow book.
[0:05:02] Discussion of the broader definition of business development and how it differs from sales.
[0:07:34] Mo Bunnell explains the importance of balancing altruistic and economic success in business.
[0:11:41] Importance of selling the problem and the solution, not just the expertise.
[0:13:26] Discussion of the differences between the skills needed for "doing the work" versus "winning the work".
[0:18:30] Explanation of the concept of "certainty" versus "possibility" in business development.
[0:22:05] Explanation of the "give to grow" strategy and providing value upfront to build trust.
[0:26:52] Discussion of how to make effective recommendations and manage client expectations.
[0:31:14] Advice on naming programs and offerings to focus on outcomes, not just processes.
[0:35:47] Importance of providing options and allowing clients to choose.
[0:41:44] Addressing the challenge of transitioning from free to paid content.
[0:47:59] Practical tips for committing to and testing new business development strategies.
[0:52:54] Discussion of the importance of casting possibility and helping clients see their best version.
[1:06:51] Final thoughts on the emotion and inspiration of winning the work.
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