Introduction
This is my second blog about business development practices. In my first blog, I discussed how business development seeks to add human and economic value to organizations. This piece delves into the heart of business development: interaction.
History
Having worked in Southern Africa for 3 years under the title of ‘business developer’, I realize that this has been my most longstanding professional activity. I used to identify with my secondary academic qualification, ‘organizational psychologist’, which followed a bachelor’s degree in social work. Yet, I never adopted the title of 'social or community worker'. Here, I’ll break down what 'business developer' entails and what to expect from me in this role.
Throughout my career, I’ve taken on roles like business consultant, coach, trainer, CEO, business manager, and many more. The common thread across these positions is business development. Looking closely, another theme emerges: the centrality of 'interaction' in my dealings with others. This reflection leads me to believe that interaction is fundamental to my vision and approach to business development.
Client’s Needs
Clients may seek a business developer's support for a range of needs such as increasing profit, reorganizing their company, rebranding, or even mergers. This shows that the role of a business developer extends beyond merely crafting a marketing-heavy business plan.
Interactions
My approach to business development revolves around fostering intense professional relationships with clients. The term ‘interaction’ encompasses several activities, such as:
- Exploration: Understanding the situation and its complexities.
- Encounters: Engaging with people in their environments.
- Exchange: Sharing stories and clarifying both explicit and implicit messages.
- Confrontation: Challenging assumptions and addressing core issues.
- Inspiration: Proposing innovative solutions.
- Identification: Immersing oneself in the client's culture, such as adopting a similar dress code.
- Inclusion: Ensuring all stakeholders are involved.
- Concluding: Finalizing discussions and charting the way forward.
Dynamics
Interactions are teeming with individual and organizational dynamics. These dynamics, which can be constructive or destructive, stem from the dependencies among organization members. The business developer inevitably becomes a part of these dynamics, making it essential to understand and navigate them. This dynamic process, rooted in transference and countertransference, requires thorough exploration.
Nature of Interactions
Interactions in business development aren't merely physical meetings. They span multiple dimensions:
- Physically: Observing body language, gestures, and expressions.
- Mentally & Intellectually: Sharing rational information.
- Chemically & Emotionally: Feeling a certain level of attraction, influenced by factors like gender.
- Spiritually: Building a mutual understanding that unconsciously guides explicit interactions.
Interconnectivity
The 'spiritual connection' among employees of a company is crucial. A skilled business developer can detect, analyze, and even become a part of this interconnectivity. Proper reflection and understanding of this connection can shed light on organizational issues.
The business developer constructs a comprehensive understanding of the company's challenges and dynamics. This culminates in a plan, which the business developer must continually refine through self-reflection and discussions with company executives.
Disclosure
By sharing this comprehensive plan, the business developer positions themselves as a company expert. But it's vital to note that an 'expert' differs from a 'prophet'. The former derives insights from interactions within the organization, whereas the latter relies on external influences.
Solutions
A business developer works closely with an organization to devise solutions. Starting with little knowledge, they gradually gain insights from the organization's members. As the project progresses, these insights are transformed into actionable plans. If accepted, these plans can be incorporated into a new business plan. The business developer can also assist in implementing these solutions, refining them along the way based on new dynamics that emerge.
Conclusion
How these solutions develop and manifest depends on the company's commitment to them. That will be the focus of my next blog, where I’ll discuss developing and implementing a business plan.
