Breaking BizDev

89 Episodes

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The 5-Step Natural Planning Model for Business Development

2026-10-2529:37

In this episode of Breaking BizDev, John Tyreman and Mark Wainwright break down the Natural Planning Model—a five-step framework originally created by David Allen in his book Getting Things Done (GTD). Rather than wasting endless billable hours in directionless planning meetings that end up stuck in a three-ring binder, this methodology gives doer-sellers and firm leaders a fast, structured path from initial ideas to concrete execution. In this episode, you'll learn: Step 1: Purpose & Pr...

Doer-Marketers: A New Path for Subject Matter Experts

2026-10-1230:49

While "doer-sellers" balance billable work with one-to-one sales conversations, many technical experts are far better suited to leverage their subject matter expertise across one-to-many marketing channels. In this episode, John Tyreman and Mark Wainwright coin the term "Doer-Marketer" and explore how visible expertise upstream shortens sales cycles, eliminates price friction, and unlocks premium pricing. In this episode, you'll learn: How doer-marketers differ from 'doer-sellers'Why marketin...

10 Ways to Erode Trust and Alienate Clients

2026-09-2826:26

Building trust with clients takes WAY too much time and energy....right? In this episode of Breaking BizDev, John Tyreman and Mark Wainwright take a tongue-in-cheek look at how professional services firms inadvertently destroy client relationships across the entire sales lifecycle. Because trust in expert-led industries is built in drops and lost in buckets, avoiding common sales pitfalls is essential for sustainable firm growth. Through a satirical "masterclass" on what not to do, Jo...

The Three-Part Framework for Building Next Year's Sales Plan

2026-09-1432:31

Have you built your sales plan for next year? As fourth-quarter planning season approaches, many professional services firms fall into the trap of setting arbitrary top-down financial targets or simply crossing their fingers and hoping for the best. To build a predictable, growing firm, doer-sellers need a realistic bottom-up sales plan that grounds abstract growth strategy in real dollars and cents. In this episode of Breaking BizDev, John and Mark introduce a Three-Part Framework—a vi...

AI Search Is Secretly Screening and Shortlisting Your Firm

2026-08-3136:32

Before a prospect ever lands on your website or schedules an introductory call, an invisible filter may decide whether your firm even deserves to be in the running. Today's B2B buyers are bypassing traditional search bars and asking AI platforms like ChatGPT, Claude, and Gemini to curate custom shortlists of top service providers. This shift means the machine is secretly screening, evaluating, and filtering your firm long before you ever know that lead exists. In this episode of Breakin...

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