Breaking BizDev
What does "business development" mean, anyways?
On Breaking BizDev, John Tyreman and Mark Wainwright break down, beat up, and redefine that nebulous term 'business development' for the modern professional services firm.
Subscribe to this podcast to get sales and marketing advice that you can actually put into practice right away. Whether you're an expert doer-seller, firm owner, or a dedicated sales/marketing pro, each episode will help you understand your buyers and win new business.
Subscribe today and connect with us on LinkedIn.
Episodes
49 episodes
3 (Really) Bad Reasons to Hire a Rainmaker
In this episode of Breaking Biz Dev, John and Mark take the Rainmaker model out to the alley for a well-deserved beatdown, highlight three (really) bad reasons to hire a rainmaker. In this episode, you’ll hear:What is a ‘Rainmaker’ ...
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Season 1
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Episode 49
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29:48
Creating a Sales Call Plan: Frameworks, Templates, and a Real-World Example
Proper planning prevents poor performance. Say that 10 times fast.In this episode, John and Mark break down the elements of an effective sales call plan, sharing insights from real-world experiences and highlighting the importance in dri...
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Season 1
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Episode 48
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35:11
Shape the Future of Breaking BizDev: Share Your Feedback Today
Send us your feedback in this 3-min survey and help shape the future of Breaking BizDev.Is there a topic you want us to cover? Are there different segments or formats we shoul...
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Season 1
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Episode 47
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6:41
Don’t Boil the Ocean: The Paradox of Focus, Specialization, and Positioning
Turn your firm into a trusted and respected leader in your niche.In this episode, John and Mark explore how firms can not only effectively differentiate against competitors, but actually how to apply that differentiation in their marketi...
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Season 1
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Episode 46
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32:11
Looking in the Mirror: How to Be Accountable Even When You Lose
“We’re in a bad economy…”“We’re experts. We’re never wrong…”“We’re up against tough competition…”"Our point of contact was a jerk..."…but what if it’s not them? What if it’s you?In this episode, John and Mark dissect ...
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Season 1
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Episode 45
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29:46
From Solo to Enterprise: A Timelapse of Business Development Maturity
Imagine you could fast-forward your firm's growth and watch it like a time-lapse video going through different stages:Solo Small Mid-size EnterpriseWhat needs to happen in your ...
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Season 1
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Episode 44
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42:43
The Art of Being Ignorable: 12 Ways to SUCK at Differentiation
Discover the art of being utterly indistinguishable from your competition.In this episode, John and Mark dive into the art of blending in, unveiling the tongue-in-cheek strategies to completely lose your edge and suck at differentiation...
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Season 1
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Episode 43
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20:24
Bad Habits of Your 'Salesperson' Alter Ego
When you think of the word ‘salesperson,’ what comes to mind?In this episode, John and Mark explore how professionals can shed ineffective sales habits and adopt a more authentic, client-centric mindset based on inquiry and curiosity. W...
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Season 1
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Episode 42
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33:11
4 Things You Forgot To Do In Q4
It’s 2025… now what? Well, if you don’t know how your sales and marketing strategy will contribute to revenue in the upcoming year, John and Mark reveal the top four activities you might have overlooked as the year came to a close:<...
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Season 1
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Episode 41
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31:12
Strategic Partnerships: Working Together In Orbit
Align yourself with other consultants in-orbit around your clients to deliver more value.Strategic partnerships can transform the way your business grows, turning the equation 1 plus 1 into something much greater. In this episode, John ...
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Season 1
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Episode 40
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31:26
Segment Development Plans: Win New Deals From a Slice of the Market
Win new business from accounts that share a common characteristic. This way, you can build your brand and create efficiencies.In this episode, John and Mark explore how firms can build Segment Development Plans that help firms grow relat...
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Season 1
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Episode 39
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34:14
Account Development Plans: Grow Revenue From Your Best Clients
Transform the way you grow key accounts.Yes, you can achieve revenue growth and strengthen client relationships by developing comprehensive account development plans. In this episode, John and Mark share how to co-create effective accoun...
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Season 1
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Episode 38
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38:45
Storytelling Frameworks for Marketing and Sales
Emotion drives purchase decisions more in B2B than B2C. Let that sink in.Yes, even when selecting professional service providers, emotion plays a major factor in decision-making. The relationships we forge and the stories we tell influen...
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Season 1
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Episode 37
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24:31
Inbound + Outbound = New Business
Unlock the full potential of your firm's ability to *create* new business by mastering both inbound and outbound revenue generation activities.In this episode, John and Mark explore the synergy between inbound and outbound business deve...
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Season 1
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Episode 36
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28:02
The Mindset Shift: Avoiding Sales Stereotypes in Professional Services
Coffee isn’t just for closers. Buyers can smell your commission breath.Good salespeople don’t have all the answers. In this episode, John and Mark bring on voices from other sales and marketing experts in the profession...
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Season 1
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Episode 35
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33:00
Why Don't Firms Believe in Lead Generation?
Believe it or not, lead generation can actually work. Even for accounting, AEC, or consulting firms. In this episode, John and Mark break down the importance of lead generation, exploring why firms need to take it seriously beyond just waiting ...
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Season 1
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Episode 34
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32:00
BONUS: Go Behind the Scenes of Breaking BizDev
Get a behind-the-scenes look at Breaking BizDev.In this episode, John and Mark pull back the curtain on the production process, the technology they utilize, and how they're building listener engagement. From their first episode to their...
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Season 1
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Episode 33
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36:03
Succession Planning: What's the Role of Sales and Marketing?
Leadership transition is a major brand milestone and a cultural crossroads.So what role does sales and marketing play?In this episode, John and Mark explore how sales and marketing both support succession planning and leadership ...
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Season 1
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Episode 32
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25:28
Mastering BizDev in Your Career: From Junior Practitioner to Managing Partner
The role you play in developing new business changes as you grow throughout your career.Whether you're a junior practitioner, mid-career professional, or seasoned industry veteran, this episode is for you. John and Mark explore how firm ...
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Season 1
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Episode 31
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31:06
Part 3. Contract Revenue Like a Pro
Mitigate risk and navigate the contracting phase effortlesslyIn Part 3 of this deep dive into the "Create, Choreograph, Contract" framework, John and Mark break down what happens between a verbal agreement and a signed contract. They loo...
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Season 1
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Episode 30
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38:42
Part 2. Choreograph Your Sales Activities
Make your sales process look effortless and feel frictionless.In Part 2 of their deep dive into the "Create, Choreograph, Contract" framework, Mark and John explore the importance of deliberate and structured interactions with buyers, li...
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Season 1
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Episode 29
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49:31
Part 1. Create New Business You Actually Want to Win
Yes, it is possible to get off the RFP hamster wheel. In Part 1 of their deep dive into the "Create, Choreograph, Contract" framework, John and Mark uncover the secrets behind creating the firm you want by breaking down different m...
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Season 1
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Episode 28
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37:13
Create, Choreograph, Contract: A Business Development Framework
Is your BD process disorganized? Disjointed? Nonexistent? Consider using this 3-part framework to get your sales back on track. In this episode, Mark introduces his three-part business development framework, "Create, C...
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Season 1
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Episode 27
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33:32
6 Sales Competencies for Professionals
If you're an engineer, architect, advisor, or consultant, chances are at some point in your career you'll need to learn how to develop new business. On this episode, Mark explains how experts and firms can create a "sales competenc...
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Season 1
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Episode 26
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37:31
From Research to Revenue: How to Apply Your Ideal Client Profile (ICP)
Understand your buyers. Win more business.That's what an Ideal Client Profile (ICP) helps you do. In today's episode, John and Mark explore why understanding your ideal client profile is essential for aligning your sales an...
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Season 1
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Episode 25
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22:39