Part 3. Contract Revenue Like a Pro

Breaking BizDev

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المحتوى المقدم من John Tyreman & Mark Wainwright, John Tyreman, and Mark Wainwright. يتم تحميل جميع محتويات البودكاست بما في ذلك الحلقات والرسومات وأوصاف البودكاست وتقديمها مباشرة بواسطة John Tyreman & Mark Wainwright, John Tyreman, and Mark Wainwright أو شريك منصة البودكاست الخاص بهم. إذا كنت تعتقد أن شخصًا ما يستخدم عملك المحمي بحقوق الطبع والنشر دون إذنك، فيمكنك اتباع العملية الموضحة هنا https://ar.player.fm/legal.

TechSurge: Deep Tech VC Podcast

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Understanding the Elegant Math Behind Modern Machine Learning 1:14:43

منذ 12 يومًا1:14:43

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1:14:43

Artificial intelligence is evolving at an unprecedented pace—what does that mean for the future of technology, venture capital, business, and even our understanding of ourselves? Award-winning journalist and writer Anil Ananthaswamy joins us for our latest episode to discuss his latest book Why Machines Learn: The Elegant Math Behind Modern AI . Anil helps us explore the journey and many breakthroughs that have propelled machine learning from simple perceptrons to the sophisticated algorithms shaping today’s AI revolution, powering GPT and other models. The discussion aims to demystify some of the underlying mathematical concepts that power modern machine learning, to help everyone grasp this technology impacting our lives–even if your last math class was in high school. Anil walks us through the power of scaling laws, the shift from training to inference optimization, and the debate among AI’s pioneers about the road to AGI—should we be concerned, or are we still missing key pieces of the puzzle? The conversation also delves into AI’s philosophical implications—could understanding how machines learn help us better understand ourselves? And what challenges remain before AI systems can truly operate with agency? If you enjoy this episode, please subscribe and leave us a review on your favorite podcast platform. Sign up for our newsletter at techsurgepodcast.com for exclusive insights and updates on upcoming TechSurge Live Summits. Links: Read Why Machines Learn, Anil’s latest book on the math behind AI https://www.amazon.com/Why-Machines-Learn-Elegant-Behind/dp/0593185749 Learn more about Anil Ananthaswamy’s work and writing https://anilananthaswamy.com/ Watch Anil Ananthaswamy’s TED Talk on AI and intelligence https://www.ted.com/speakers/anil_ananthaswamy Discover the MIT Knight Science Journalism Fellowship that shaped Anil’s AI research https://ksj.mit.edu/ Understand the Perceptron, the foundation of neural networks https://en.wikipedia.org/wiki/Perceptron Read about the Perceptron Convergence Theorem and its significance https://www.nature.com/articles/323533a0…

منذ عام واحد 38:42

MP3•منزل الحلقة

Mitigate risk and navigate the contracting phase effortlessly

In 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 look at the emotional and practical aspects of risk in decision-making processes, how both clients and consultants can manage and mitigate uncertainties, and how to handle other parties like legal and finance in the contracting phase. In this conversation, you'll learn:

How to manage and mitigate risk without dropping price
How to understand—rather than handle—objections
The importance of maintaining focus on results
How to approach legal and accounting during contracting
Negotiation strategies to anticipate potential issues and ensure progress

Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/
Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/
www.breakingbizdev.com

45 حلقات

#Business #John Tyreman #Mark Wainwright #John Tyreman And Mark Wainwright #Sales #Marketing #Business Development #Professional Services

Breaking BizDev

Part 3. Contract Revenue Like a Pro

Breaking BizDev

published منذ عام واحد

MP3•منزل الحلقة

Mitigate risk and navigate the contracting phase effortlessly

How to manage and mitigate risk without dropping price
How to understand—rather than handle—objections
The importance of maintaining focus on results
How to approach legal and accounting during contracting
Negotiation strategies to anticipate potential issues and ensure progress

Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/
Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/
www.breakingbizdev.com

45 حلقات

#Business #John Tyreman #Mark Wainwright #John Tyreman And Mark Wainwright #Sales #Marketing #Business Development #Professional Services

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Breaking BizDev

1
Looking in the Mirror: How to Be Accountable Even When You Lose 29:46

منذ 8 أيام29:46

29:46

“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 what it truly means to be accountable when you lose a prospective client. We dig into the obstacles that professionals encounter when owning up to losses and present actionable strategies to transform setbacks into stepping stones for growth. In this conversation, we cover: Why do we default to the ‘blame game’ ? The role of firm culture in nurturing or stifling accountability Why losing is a pivotal opportunity for growth Strategies for effective internal reflection and owning outcomes How mindset, preparation, and continuous learning can help you overcome setbacks. Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

1
From Solo to Enterprise: A Timelapse of Business Development Maturity 42:43

منذ 22 يومًا42:43

42:43

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 Enterprise What needs to happen in your sales and marketing functions to achieve growth at each stage? How do sales and marketing challenges evolve? That's what this episode is all about. Listen as John and Mark guide you through this sales and marketing maturation journey, along with guest appearances from Reuben Swartz and Mel Lester . We explore topics like: The importance of documentation, processes and systems (at every stage) How to keep the entrepreneurial flame lit as firms grow Why rainmakers don't scale, and how to leverage a seller-doer model What firms typically do when the referral well runs dry The role of automation and efficiency at larger firms Show notes: According to the 2024 census, 60% of businesses in the US are one-person businesses. ( source ) Of businesses with employees, 50% have only 1-4 FTEs. ( source ) SPI Professional Services Maturity Model: https://spiresearch.com/ps-maturity-model/ Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

1
The Art of Being Ignorable: 12 Ways to SUCK at Differentiation 20:24

منذ 5 weeks20:24

20:24

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. Listeners will learn how to avoid standing out, ensuring a legacy of mediocrity. Join us for a humorous—yet insightful—look at what not to do, ensuring you grasp the full spectrum of effective (and ineffective) differentiation strategies. Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

1
Bad Habits of Your 'Salesperson' Alter Ego 33:11

منذ 7 weeks33:11

33:11

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. With guest insights from Mel Lester and Blair Enns, you'll learn why introspection and a shift from selling to serving can lead to more satisfying and successful client relationships. In this conversation, we cover: The pitfalls of adopting a stereotypical 'salesperson' persona and why authenticity matters. Practical tips for improving self-awareness and identifying bad sales habits. Examples of how using servant leadership with clients can lead to better business outcomes. Lessons on tactical empathy and how open-minded conversations can extract real value in sales. Connect with our guests on LinkedIn: • Mel Lester: https://www.linkedin.com/in/mellester/ • Blair Enns: https://www.linkedin.com/in/blairenns/ Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

1
4 Things You Forgot To Do In Q4 31:12

منذ 9 weeks31:12

31:12

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: Talk to your clients Optimize your client portfolio Update service packaging and pricing Create a talent management & development plan Improve your sales and marketing game this year. Subscribe today! Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

1
Strategic Partnerships: Working Together In Orbit 31:26

منذ 10 weeks31:26

31:26

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 and Mark uncover the value and opportunities hidden within strategic partnerships for professional services firms. They explore how combining resources with the right partners can enhance client services and gain a competitive edge. We also have a guest appearance by Julie Geller, Principal Research Director at Info-Tech Research Group, who speaks to how tech companies evaluate consultants as potential partners. In this conversation, we cover: • How we define strategic partners • How to add value with other consultants in orbit around your clients • Examples of different kinds of partnership types • Who you should target • Perspective from Julie Geller on how software companies evaluate potential partners Connect with Julie on LinkedIn: https://www.linkedin.com/in/juliegeller/ Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

1
Segment Development Plans: Win New Deals From a Slice of the Market 34:14

منذ 12 weeks34:14

34:14

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 relationships with prospects that represent a specific kind of client account. Combining SWOT analysis with targeted marketing efforts, business developers can use these plans to create a distinctive brand presence. In this conversation, we cover: Different ways to group segments of the market Why you tailor your offers for specific groups of the market How to perform a SWOT analysis to align strengths with opportunities Other considerations for your firm’s Segment Development Plan Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

1
Account Development Plans: Grow Revenue From Your Best Clients 38:45

منذ 13 weeks38:45

38:45

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 account development plans with your clients. In this conversation, we answer key questions like: Why is it important to expand business with organizations you’re familiar with? How do you start building an account development plan? How do you prioritize clients for account development planning? What's an example of a simple message to get a conversation started? Download the account development planning template : https://www.wainwrightinsight.com/landing-page-account-development-planning-template/ Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

1
Storytelling Frameworks for Marketing and Sales 24:31

منذ 15 weeks24:31

24:31

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 influence opportunities, contracts, and the clients we work with. In this episode, John and Mark delve into proven storytelling frameworks that can help professional services firms set themselves apart and connect on a deeper emotional level with clients. Joined by guest expert Troy Hiduke Campbell , they break down how stories can transform bullet points into compelling narratives that resonate and drive action. In this conversation, we cover: The importance of storytelling in creating emotional connections in professional services. Troy Hiduke Campbell's insights on Disney's story spine framework and how it can be applied to business. The power of the word "because" in crafting causally related, memorable stories. Various storytelling frameworks, including customer success stories, the hero's journey, and the problem-agitate-solve method. Practical steps for gathering and structuring client experiences into impactful narratives that can be used in sales and marketing. Connect with Troy on LinkedIn: https://www.linkedin.com/in/troy-hiduke-campbell/ Learn more about On Your Feet: https://www.oyf.com/ Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

1
Inbound + Outbound = New Business 28:02

منذ 17 weeks28:02

28:02

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 development activities and how they can work together to produce exceptional outcomes. They discuss the importance of both approaches, how firms can effectively harness these strategies, and the potential pitfalls when they're misaligned. In this conversation, we cover: The core differences between a magnetic, attraction-based inbound approach and a proactive, outreach-driven approach. How to balance and synchronize inbound and outbound activities for maximum business development impact. Real-life examples demonstrating the effective use of inbound content in outbound sales efforts. The signs and risks of misalignment between marketing and sales teams and how to avoid them. Practical tips for creating a seamless feedback loop between marketing and sales to optimize lead generation and nurturing initiatives. Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

1
The Mindset Shift: Avoiding Sales Stereotypes in Professional Services 33:00

منذ 19 weeks33:00

33:00

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 professional services realm. Featuring clips from Blair Enns , David C. Baker , Jason Mlicki and Jeff McKay , this episode explores the importance of mindset in developing new business: The significance of habit-building and mastery of both marketing and sales Why it’s important to maintain a low self orientation and avoid selfishness The pitfalls of relying on RFPs and the benefits of a proactive strategy How to avoid slipping into a salesperson ‘alter ego’ The impact of sleazy sales tactics on client relationships Win Without Pitching: https://www.winwithoutpitching.com/ Punctuation: https://punctuation.com/ Rattleback: https://www.rattleback.com/ Prudent Pedal: https://www.prudentpedal.com/ Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

1
Why Don't Firms Believe in Lead Generation? 32:00

منذ 21 weeks32:00

32:00

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 for RFPs. They highlight various lead sources, compare inbound and outbound strategies, and discuss effective multi-channel approaches. In this conversation, you’ll learn: How we define a “lead” in the context of a professional services firm Why many expert firms don’t believe in generating leads The point in a firm’s growth cycle where firms explore lead generation Various sources that have contributed leads to both John and Mark’s businesses Examples of firms that are doing lead generation effectively today Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

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BONUS: Go Behind the Scenes of Breaking BizDev 36:03

منذ 22 weeks36:03

36:03

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 vision for the future, you'll hear what has worked, what hasn't, and their plans moving forward. 0:00 Intro 1:50 Origin story 10:40 Listener shout outs 13:47 Top 3 episodes 21:24 Experiment recap 27:15 Future possibilities Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

1
Succession Planning: What's the Role of Sales and Marketing? 25:28

منذ 23 weeks25:28

25:28

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 transition. In this conversation, you'll learn: Why it's important to expose young team members to sales and marketing early in their careers How practice, failure, and learning play a pivotal role in developing the next generation's sales acumen and business skills. The impact of a firm’s marketing and branding strategy during leadership transitions Techniques for democratizing expertise within the firm to reduce over-reliance on individual leaders and shield the organization from turnover risks. The significance of systematizing the business development process Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

Breaking BizDev

1
Mastering BizDev in Your Career: From Junior Practitioner to Managing Partner 31:06

منذ 25 weeks31:06

31:06

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 employees—regardless of tenure—can (and should) contribute to developing new business. In this conversation, we cover: The importance of research and being exposed to BD processes early in professionals' career Building peer-level relationships within client organizations for long-term success. Strategies for mid-career professionals to build their personal brands and engage in content creation. Mentoring the next generation by allowing them to learn through their own experiences and mistakes. Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/ Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/ www.breakingbizdev.com…

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Breaking BizDev « » Part 3. Contract Revenue Like a Pro

Part 3. Contract Revenue Like a Pro

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Breaking BizDev « »
Part 3. Contract Revenue Like a Pro