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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 & Principles: How to establish a unified "Why" and define strategic guardrails before jumping straight into brainstorming.Step 2: Outcome Visioning: How painting a vivid, detailed picture of success anchors your team's focus.Step 3: Brainstorming: Unlocking wide-open, creative idea generation without letting judgment squash good proposals prematurely.Step 4: Organizing & Prioritizing: Structuring raw ideas into logical buckets and ranking your top priorities.Step 5: Next Actions: Assigning clear, accountable physical steps and setting a review cadence so your plan actually gets executed.The 25-Minute Planning Sprint: A practical exercise individuals and small teams can use to plan projects in under half an hour. CHAPTERS 00:00 Welcome 02:13 Why Planning Matters 04:07 Natural Planning Model Overview 05:23 Step 1 Purpose Principles 10:32 Step 2 Outcome Visioning 14:02 Step 3 Brainstorming Rules 18:28 Step 4 Organize Prioritize 20:43 Step 5 Next Actions Cadence 23:08 30 Minute Planning Sprint 27:57 Conclusion Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

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 marketing's true job is reaching the 95% of buyers not actively searchingHow visible authority and client stories reduce price friction to boost feesWhy leads from visible experts shorten sales cycles by building early trustWhy doer-marketers shouldn't be buried writing proposalsPractical baby steps to turn frequent client FAQs into original contentShare your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

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, John and Mark break down the 10 worst sales behaviors—from initial lead generation to final contract execution—and explain how to replace bad habits with trust-building actions. CHAPTERS 00:00 Welcome 02:07 If you know anyone 03:38 Push new leads FAST 04:55 Death by slide deck 05:52 Let the robots do the caring 07:23 Fire and forget a PDF proposal 09:14 Talk about yourself 10:34 Front-load the resumes 12:11 Art of the assumption 14:33 The 'wing it' power move 16:16 Be the smartest person in the room 17:10 How to build trust for real Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

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 visual, structured approach that connects day-to-day revenue execution with long-term sales strategy. In this episode, you'll learn: Why billing work differs from steering long-term growthHow to sort work into Committed, Probable, and Possible pursuitsWhy doer-seller ownership creates higher accountabilityHow revenue layers map to delivery, sales, and marketingWhen to revisit and refine your plan without overreactingCHAPTERS: 00:00 A Wakeup Call 01:09 Revenue vs Sales Planning 05:23 Different Sales Plan Approaches 07:18 Three Bucket Framework 09:04 Committed Revenue 12:28 Probable Revenue 15:35 Possible Revenue 25:18 Build Your Sales Plan In Q4 Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

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 Breaking BizDev, John and Mark explore what this behavioral shift means for marketing a professional services firm. They are joined by guest voices from SEO specialist Geoff Kerbis (Director of SEO at Assembly Global) and Austin McNair (Head of Marketing at Hinge Marketing) to break down how Generative Engine Optimization (GEO) is fast-forwarding the buyer's journey and what you must do to ensure your brand actually shows up. In this episode, you'll learn: How AI search tools help buyers bypass the first 63% of the buying journeyHow a decade-old employee review can warp your digital brandWhy your marketing team must focus on earning brand mentions and citations.Which platform is the most reputable, highly cited source domain for professional services AI enginesTechnical, practical steps you can take today, like adding organization schema on your website backend and claiming your Google Search Profile.CHAPTERS: 00:00 Welcome 04:15 SEO vs GEO 15:00 Measuring AI Share of Voice 17:04 How Firms Should Evolve Their Marketing Strategy 25:20 The Role of Thought Leadership Catch the full interviews with Geoff and Austin on the Breaking BizDev YouTube Channel Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

While many professional services firms focus on massive strategic shifts to close deals, it is often the tiny, day-to-day behaviors of doer-sellers that quietly make or break a sale. In this episode of Breaking BizDev, John and Mark break down the five critical sales habits that successful professionals exhibit to build trust, take control of opportunities, and win more work. Through humorous roleplay skits and practical good-vs-bad behavioral breakdowns, they show you how to transition these actions from intentional effort into second-nature habits. In this episode, you'll learn: Proactivity: How to take the initiative and anticipate client needs instead of waiting for RFPs to drop or letting deals stall in "the waiting game".Ownership: Why true accountability means setting clear revenue goals and owning the outcomes of your pursuits—especially when assuming responsibility for the losses.Curiosity: How to ditch the slide deck and focus entirely on the client's business problems through disciplined preparation, active listening, and client-focused storytelling.Situational Awareness: How to "read the room," spot subtle verbal and visual cues (even over Zoom), and dynamically pivot the sales conversation rather than sticking to a rigid script.Humble Confidence: How to strike the perfect balance between knowing your value and putting the client's needs first, including mastering "the power of I don't know" and redirecting prospects to competitors when you aren't a good fit.CHAPTERS: 00:00 Welcome 03:27 Proactivity 07:51 Ownership 11:10 Curiosity 16:56 Situational Awareness 23:16 Humble Confidence 29:01 Final Thoughts Relevant Past Episodes: Slides Don't Sell The Perfect (Sales) ProposalCreate Stronger Client Bonds With Empathy and UnderstandingShare your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

When the economy is booming, winning new business can feel effortless, but what about when times are hard? How do the behaviors of buyers and sellers shift? For doer-sellers and professional services BD pros, navigating economic cycles requires adapting your strategy without falling into common traps—from sacrificing future pipeline during busy periods to exuding desperation when work slows down. In this episode of Breaking BizDev, John and Mark break down how buyer psychology shifts between good and hard times, and share actionable habits to keep your pipeline healthy through every phase of the economic cycle. In this episode, you'll learn: How buyer behavior shifts between economic booms and market downturns.Why you must avoid the utilization trap during boom times to protect your future pipeline.How to build a proactive referral habit while client relationships are thriving.Why offering cut-rate loss leaders backfires—and how 3-option tables save margins.How to avoid commission breath and lower self-orientation when deals are scarceCHAPTERS: 00:00 Welcome 02:12 Reading the Market Signals 03:46 Buyer Mindset Shifts 06:59 Biz Dev in Boom Times 16:09 Selling Through Downturns Past episodes mentioned: The Power Of Saying 'No': Turning Down Opportunities May Actually Be a Good Thing A Referral ProcessHow to Maximize Un-Billable Hours (And Not Squander Them)7 Content Frameworks for Lead GenerationLooking in the Mirror: How to Be Accountable Even When You Lose3 Option Tables Part I: The Power of ThreeBuilding Trust At Scale (Without 1,000 Coffee Chats)Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

Many experts are eager to stop asking questions and start doing "the work," but rushing to solve a problem is a massive trap. For doer-sellers and professional services BD pros, knowing exactly when to shift from listening to advising can feel like a guessing game. It is tempting to jump straight into providing solutions to prove your expertise, but true discovery is a continuous process that shouldn't end just because a contract is signed. In this episode of Breaking BizDev, John and Mark explore the difference between generalized and applied expertise, and reveal the exact information you need to uncover before presenting your recommendations. In this episode you'll learn... Why sales discovery and asking questions should never truly stopHow to navigate prospects who demand free sample deliverablesMark's 3-question litmus test for when you can start advisingWhy identifying the "cost of inaction" is the ultimate motivatorShare your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

Is your firm measuring the return on thought leadership just by looking at immediate leads and revenue? For doer-sellers and professional services BD pros, true thought leadership isn't just regurgitating AI-generated content—it's establishing an original point of view that works as a 24/7 salesperson for your firm.  In this episode of Breaking BizDev, John and Mark break down the often-overlooked benefits of becoming a well-known, visible expert, from commanding premium pricing to dramatically shortening your sales cycle. In this episode, you'll learn: Why true thought leadership requires original ideas, not AI-generated summaries.How to track ROI using metrics like pipeline velocity and media value equivalents.Why estimating the "cost of inaction" is just as important as measuring direct returns.How establishing yourself as a visible expert unlocks your ability to charge premium prices. CHAPTERS: 00:00 Welcome and Episode Setup 01:40 Beyond Leads and Revenue 02:40 What Thought Leadership Really Is 04:45 A Visible Expert Advantage 06:35 Collabs and Long Game Proof 08:42 Monetization Boundaries and Closing 10:05 Shortening the Sales Cycle 12:33 Cost of Inaction Mindset 15:26 Compounding Reputation and Pricing Power 18:43 Quantifying Visibility in Dollars 21:59 Sharpening Your Perspective 24:53 Reducing Speaking Engagement Travel Cost 27:06 Measuring Success Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

Asking an existing client for a price increase is one of the most stressful, sweat-inducing conversations a consultant can have, often catching the client off guard and triggering defensive reactions. So instead of presenting a take-it-or-leave-it ultimatum, professionals must treat these fee increases with the exact same rigor and discovery process as a brand-new sales opportunity.  In this episode of Breaking BizDev, John and Mark explore how to gracefully manage scope creep, handle inflation, and structure your requests so that both the client and consultant walk away happy. In this episode, you'll learn: Why presenting a single-number price increase feels like an ultimatum and damages trust.How to treat expanding scopes and fee adjustments as a fresh discovery opportunity.The exact 3-option structure (Low, Middle, High) to confidently present your new pricing.How to use a "High Option" to set boundaries and reveal the true cost of unconstrained scope creep.Why you must periodically audit your existing engagements to realign with what your client values now.Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

Stop sending your sales proposals as PDF email attachments and crossing your fingers for a "yes." For doer-sellers and sales/marketing professionals in the B2B services world, the quest for the "perfect" proposal template is a distraction. Instead of relying on a document filled with firm resumes and boilerplate text, winning new business requires an obsessive focus on the client's needs, starting long before a document is ever drafted.  In this episode of Breaking BizDev, John and Mark break down why the best proposals are synchronous conversations, how different roles in your firm contribute to success, and the core ingredients needed to close the deal. In this episode you'll learn... • Why you must present proposals as live, synchronous conversations • How to use the "highlighter test" to keep your focus on the client • The distinct roles your delivery, marketing, and proposal teams play • Why firm resumes and case studies belong buried deep in the appendix • How a great Statement of Understanding sets up 3-option pricing CHAPTERS 00:00 Welcome 02:37 Lessons From Two Bobs 04:45 Proposal Starts Upstream 09:01 Perfect Proposal by Role 19:54 Core Proposal Ingredients 28:41 Client Focus and Wrap Up Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

Burnout in business development isn't a personal failure—it’s a system failure. Nowhere is this more obvious than with "doer-sellers;" technical experts who are expected to act as an entire business unit on top of delivering their actual client work. In this episode of Breaking BizDev, John Tyreman and Mark Wainwright break down the root causes of burnout in sales and marketing, and share actionable ways firm leaders can reignite their exhausted teams. In this episode, you'll hear: • Why burnout happens in the first place • The pressures placed on doer-sellers • The inflection point between burnout and personal growth • The key role of moderators like coaches and mentors • Why practice is a critical part of organizational maturity Stop expecting your experts to figure it out on their own. Tune in to learn how to clear the fog, provide structure, and give your doer-sellers the support they actually need to succeed. A systematic review of managerial burnout and personal crisis  by Sage Publications Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

eaning too hard on AI for sales and marketing, and you risk any trust and credibility built with prospective clients. So where does AI actually belong in creating and winning new business? In this episode of Breaking BizDev, John Tyreman and Mark Wainwright break down the good, the bad, and the ugly of using AI in sales and marketing. They explain why relying on AI to replace human connection is a critical mistake, and how you should instead use it to maximize the time you spend in live, synchronous conversations. In this episode, you'll hear: • Why automated cold outreach, social comments, and follow-up emails destroy credibility and trust. • How to free up your team to have more face-to-face interactions. • How to generate meeting transcripts and summaries so you can focus on active listening • How to aggregate data, append spreadsheets, and build targeted prospect lists. • How to role play future sales calls  • How to "humanize" and polish their 3-option pricing tables. Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

Unbillable time is often treated as an afterthought—but it shouldn’t be. In this episode of Breaking BizDev, John Tyreman and Mark Wainwright reframe unbillable hours as one of the most important investments you can make in your future pipeline. They discuss how professionals can move beyond simply “filling time” and instead use those hours with intention—focusing on the activities that actually drive growth. You’ll hear:  Why utilization alone is a flawed measure of success  How to evaluate and prioritize your non-billable time  A clear way to connect marketing and sales efforts  The key areas where your time creates the most impact  How to balance short-term demands with long-term opportunity building Whether you're trying to generate new business, deepen client relationships, or build your brand, this episode offers a practical approach to making your unbillable hours count. Your future work depends on how you use your time today. Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

Doing great work isn’t enough to generate referrals. In fact, relying on that alone might be exactly what’s holding you back.🤨 In this episode of Breaking Biz Dev, Mark and John take a diagnostic approach to one of the most powerful yet underutilized growth strategies in professional services: referrals  Drawing from real-world coaching experience, they uncover why so many professionals fail to generate referrals despite strong networks and satisfied clients. From vague asks and inconsistent effort to fear of rejection and lack of process, the breakdown often isn’t the relationships—it’s the system behind them. You’ll learn: How to identify the warning signs of a broken referral process Why most firms don’t treat referrals as a true lead generation channel The difference between passive and proactive referrals How mindset, timing, and clarity impact your success Practical steps to build a repeatable referral process starting today If referrals make up a small (or nonexistent) portion of your pipeline, this episode will help you rethink your approach and take control of a high-impact growth channel. Start turning trust into opportunity. Subscribe for weekly conversations on business development, growth strategy, and modern professional services leadership. CHAPTERS 00:00 Why Referrals Get Missed 00:43 Show Intro and Listener Shoutout 02:49 Referral Process Reality Check 05:42 Common Referral Mistakes 08:09 Symptoms Your Process Is Broken 11:34 Root Cause No Process 12:19 Root Cause Unclear Ask 16:22 Root Cause Timing and Mindset 20:06 Tracking and Attribution Gaps 23:26 Rethinking Referrals Push and Pull 24:57 Action Steps Start Your List 28:20 Wrap Up and Next Episode Link to A Referral Process Episode: https://youtu.be/zGNXNNoi2vc Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7