The Business Development Marathon: Why Consistency Wins

The Business Development Podcast

In Episode 173 of The Business Development Podcast, Kelly Kennedy delves into the critical mindset shift that business development is a long-term commitment, comparing it to a marathon rather than a sprint. He emphasizes that success in business development comes from consistent effort over time, much like planting seeds and nurturing them before seeing results. Kennedy reminds listeners that business opportunities often materialize months or even years after initial outreach, making it essential to maintain steady business development practices even during periods of success.

Kelly also addresses common mistakes made by businesses, such as pulling back on business development during good times, only to find themselves scrambling when opportunities dry up. He stresses the importance of keeping a full pipeline of leads and never letting up on the gas. In this episode, he provides real-life examples of long-term wins and highlights the power of human-to-human connections. Listeners are encouraged to stay consistent, track their efforts, and always work toward setting meetings, as it is through these meetings that real opportunities emerge over time.

Key Takeaways:

1. Business development is a marathon, requiring consistent effort over time for long-term success.

2. Success in business development comes from planting seeds and nurturing relationships, which pay off months or years later.

3. Never stop business development efforts, even during times of success, to avoid a dry pipeline.

4. Active marketing and direct outreach are essential to building trust and human-to-human connections.

5. The best time to do business development is before you need sales, not when you’re desperate for new opportunities.

6. Passive advertising is helpful for brand recognition but shouldn’t replace active business development efforts.

7. Measure success by meetings and opportunities, not just calls or emails, as meetings lead to tangible results.

8. Consistency is key—stick with your process, even when immediate results aren’t visible.

9. Track and analyze business development activities to improve processes and predict success trends over time.

10. Business development ebbs and flows, so maintaining momentum is crucial for long-term opportunities.

Links referenced in this episode:

• www.capitalbd.ca

Companies mentioned in this episode:

• Capital Business Development
• Apple
• Jim Harold's Campfire
• Scared to Death Podcast