It reminds me of business development. You know, you really should not go it alone. There should be a business development team.
For any one deal you are going after, it would be neat to have a spotter. In the movie Shooter, actor Mark Wahlberg’s character is a sniper and he lost his spotter. It was his good friend and military comrade. So, he recruited actor Mike Pena as his new spotter.
In business development, it would be neat to have a spotter to tell you what’s out their with respect to business competitive intelligence. The spotter was the sniper’s look out man. He’d say:
- You’ve gotta get out of there!
- Incoming …2 o’clock!
- They’re right in front of you!
- They’re all over the place!
Not to make light of military maneuvers, but it would be really cool to have folks in settings like government agency prebid meetings or competitive pitch interviews to tell you what the prospects’ staff and what your competition is up to… competitive intelligence. If you are in there alone, you may miss out on what others hear and see.
“The world ain’t what it seems. The minute you think you got it figured, you’re wrong!”.
This is precisely why it is extremely important to have a business development team. The more intelligence you can gather, the better you’ll be able to figure things out. Even if you cannot afford to hire someone full time, consider paying a consultant to show up and give you feedback on what she is hearing and seeing.
Clovia Hamilton, MBA JD – President
Lemongrass Consulting Inc.