Season 3

Going Back In Time, What Marty Fagan, Sandy Lutton, and Andrew Robertson Would Say To Their Younger Self

Mo asks Marty Fagan: If you could record a video about growth or Business Development, and send it back to your younger self, what would you say? First thing is to be authentic. If you truly are authentic, people can pick up on that. And if you're...

Going Back In Time, What Bill Ruprecht, Mike Duffy, and Debby Moorman Would Say To Their Younger Self

Mo asks Bill Ruprecht: If you could record a video around business development for your younger self, what would it say? You learn a lot more from failure than you do from success. Early on in Bill’s career, he had developed a relationship with an...

Going Back In Time, What Jonathan Reckford, Brent Atkins, and Monty Hamilton Would Say To Their Younger Self

Mo asks Jonathan Reckford: You get to magically record a video and send it back to your younger self with some advice. What do you say? Jonathan spent most of his youth thinking about what he wanted to do instead of who he wanted to be. He would tell...

Going Back In Time, What Katrina Johnson, Cyril Peupion, and Mark Harris Would Say To Their Younger Self

Mo asks Katrina Johnson: If you could tape a message to your younger self about business development, what would it say? It would simply be one thing: Learn to walk the dog. When someone walks a dog, we assume that the person is in control, but...

Going Back In Time, What Linda Klein, Henning Streubel, and Brian Cafferelli Would Say To Their Younger Self

Mo asks Linda Klein: If you could record a video around business development and send it back to your younger self, what would it say? Business development is about passion. Life is about passion. Don’t lose your passion for getting involved....

The Business Development Story That Changed Everything for Andrew Cogar, Bonneau Ansley, and John Tigh

Mo asks Andrew Cogar: Tell us a business development story that you are particularly proud of. There was one project that stands out for Andrew, where he and the founder of his firm, Jim Strickland, had the chance to not only create an awesome...

The Business Development Story That Changed Everything for Jane Allen, Read Davis, and Katrina Johnson

Mo asks Jane Allen: Tell us a business development story that you are really proud of. Jane tells the story from the early 2000’s during a time when the people they were serving in corporate America were being overwhelmed by the explosion of data....

The Business Development Story That Changed Everything for Sandy Lutton, Chris Graham, and Debby Moorman

Mo asks Sandy Lutton: What is a business development story that you are really proud of? One moment in particular stands out from Sandy’s career in regards to business development. Part of her role at the Speaker’s Bureau was to secure talent,...

The Business Development Story That Changed Everything for Linda Klein, Jonathan Reckford, and Henning Streubel

Mo asks Linda Klein: Tell us a business development story that you are particularly proud of. Many years ago Linda did a favor for an accountant without sending him a bill. Five years later, the accountant called mainly to thank her and ask if she...

The Business Development Story That Changed Everything for Andrew Robertson, Kim Davenport, and Bill Ruprecht

Mo asks Andrew Robertson: Tell me a business development story that you're particularly proud of. Andrew tells the story of a client in London that BBDO had been working with for 20 years and how they lost most of that client’s work after...

Bill Ruprecht's, Cyril Peupion's, and Katrina Johnson's Favorite Business Development Strategy

Mo asks Bill Ruprecht: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System? Bill began working with Mo because he believed a more disciplined approach to building relationships was critical to the...

Angela Meyer's, Henning Streubel's, and Jonathan Reckford's Favorite Business Development Strategy

Mo asks Angela Meyer: What is your favorite science, step, or story that you learned from GrowBIG Training or The Snowball System? Angela’s favorite strategy is the Give to Get. Giving somebody value or knowledge they didn’t have before is a...

John Tigh's, Linda Klein's, and Andrew Robertson's Favorite Business Development Strategy

Mo asks John Tigh: What is your favorite science, step, or strategy from the GrowBIG Training or the Snowball System? John has been involved in the Snowball System for a long time and the Gravitas Model is a strategy that he uses every single day....

James Barclay's, Kevin Clem's, and Dennis Baltz's Favorite Business Development Strategy

Mo asks James Barclay: What is your favorite science, step, or story from the GrowBIG Training or the Snowball System? For James, the number one strategy is the Protemoi List. These are the people in your circle that are your partners, prospects, and...

Maria Kelly's, Monty Hamilton's, and Warren Shiver's Favorite Business Development Strategy

Mo asks Maria Kelly: What is your favorite science, step, or story from the GrowBIG training or Snowball System? One of the most useful things Maria learned from the GrowBIG training was the seven pricing principles. Living in Switzerland, she grew...

What Business Development REALLY Means, According to Cannon Carr, Debby Moorman, and Brian Caffarelli

Mo asks Cannon Carr: What is your personal definition of business development? If you have a craft that you know and love and want to grow, you are naturally going to step into business development so you might as well do it right. For Cannon,...

What Business Development REALLY Means, According to Andrew Robertson, Mark Harris, and Linda Klein

Mo asks Andrew Robertson: What is your personal definition of business development? Business development at its best is win/win/win. Your business wins, the client wins, and thirdly, the client is winning so much that they become your best business...

What Business Development REALLY Means, According to Mike Duffy, Bill Ruprecht, and Cyril Peupion

Mo asks Mike Duffy: What is your personal definition of business development? Simply put, business development is helping others, connecting dots, and developing healthy and long lasting relationships. When you understand who your client is, whoever...

What Business Development REALLY Means, According to Jane Allen, Jeff Berardi, and Henning Streubel

Mo asks Jane Allen: What is your personal definition of business development? Jane’s definition is simply proactive problem solving. If you are trying to sell something, it should be something they need and may not know they need it. It’s about...

What Business Development REALLY Means, According to Jonathan Reckford, Katrina Johnson, and Tyler Sweatt

Mo asks Jonathan Reckford: What's your personal definition of growth? Ultimately, it's all about impact, but in order to make an impact you need fuel. Creating complex partnerships is very aligned with good development practices, which is valuable...

Henning Streubel, Linda Klein, and Mark Harris Discuss Why It's Time To Get Great At Business Development

Mo asks Henning Streubel: When was the moment that growth and business development was something you wanted to focus on? Henning is intrinsically motivated to help people, but it’s less about business development and sales. Whenever he meets...

Scott Winter, Dennis Baltz, and Andrew Cogar Discuss Why It's Time To Get Great At Business Development

Mo asks Scott Winter: When was the moment that you realized that business development was great? Scott started his career off in sales with LexisNexis and that developed into a role in consulting. Eventually he made the switch to a product management...

Brian Cafferelli, Katrina Johnson, and Cannon Carr Discuss Why It's Time To Get Great At Business Development

Mo asks Brian Caffarelli: When was the moment that you realized that business development was something you wanted to focus on? Brian’s first job out of college was in selling automobiles as a wholesaler to dealerships. Everything began for Brian...

Craig Budner, Bill Ruprecht, and Andrew Robertson Discuss Why It's Time To Get Great At Business Development

Mo asks Craig Budner: When did you realize that business development is good? Craig’s brother was a litigator and from an early age had his own firm. This taught Craig the necessity of creating a brand and cultivating referral sources in order to...

Cyril Peupion, Debby Moorman, and Mike Duffy Discuss Why It's Time To Get Great At Business Development

Mo asks Cyril Peupion: When was the moment you realized that growth was great? Cyril started his own business with a partner after completing his MBA so he had an interest in business development right from the beginning. With time, he realized how...

Jonathan Reckford on Changing the World, One House at a Time

Jonathan Reckford shares his incredible experiences at the helm of Habitat for Humanity and how he’s helping to change the world by creating strategic partnerships with other organizations, and how it all starts with building relationships first....

Going Back In Time, What Jonathan Reckford Would Say To His Younger Self

Mo asks Jonathan Reckford: You get to magically record a video and send it back to your younger self with some advice. What do you say? Jonathan spent most of his youth thinking about what he wanted to do instead of who he wanted to be. He would tell...

The Business Development Story That Changed Everything for Jonathan Reckford

Mo asks Jonathan Reckford: Tell us a development or growth story that you're really particularly proud of. Jonathan tells the story of a complex corporate partnership between Habitat for Humanity and Hilty, and how they’ve worked together closely...

Jonathan Reckford's Favorite Business Development Strategy

Mo asks Jonathan Reckford: What’s your favorite science, step, or story from GrowBIG Training or the Snowball System? Jonathan’s first favorite is the Herrmann Brain Dominance Instrument. He uses it all the time in talking with potential partners...

What Business Development REALLY Means, According to Jonathan Reckford

Mo asks Jonathan Reckford: What's your personal definition of growth? Ultimately, it's all about impact, but in order to make an impact you need fuel. Creating complex partnerships is very aligned with good development practices, which is valuable...

Jonathan Reckford on Building Foundations – Time To Get Great At Business Development

Mo asks Jonathan Reckford: When did you realize you wanted to grow something big and make an impact? Jonathan had a lot of great role models growing up, with his grandmother being one of the first women in Congress. She would always ask Jonathan what...

Marty Fagan Explains Why Passion and Authenticity Are Keys To Successful Relationships

Marty Fagan shares his strategy for entering new markets at TransUnion and why the Three Legged Stool approach to business development is the most effective way to build relationships with complete strangers. Find out why business development is sales...

Going Back In Time, What Marty Fagan Would Say To His Younger Self

Mo asks Marty Fagan: If you could record a video about growth or Business Development, and send it back to your younger self, what would you say? First thing is to be authentic. If you truly are authentic, people can pick up on that. And if you're...

The Business Development Story That Changed Everything for Marty Fagan

Mo asks Marty Fagan: I want you to tell me of a business development story that you're particularly proud of. Marty tells the story of an opportunity he had been pursuing for three years where his persistence really paid off. Despite the lack of...

Marty Fagan's Favorite Business Development Strategy

Mo asks Marty Fagan: When you think of GrowBig Training or the Snowball System, what's your favorite science, step, or story? The Give to Get is the easy answer for Marty. By utilizing the Give to Get, Marty’s team establishes a much stronger...

What Business Development REALLY Means, According to Marty Fagan

Mo asks Marty Fagan: What is your personal definition of business development? Business development is sales but in a different way. You have to think strategically from a thought leadership perspective instead of tactically. Sales and marketing...

Marty Fagan on Uncovering Needs – Time To Get Great At Business Development

Mo asks Marty Fagan: Go back in time and tell me of the moment when you realized growth or business development was something you wanted to dive into. In his role at TransUnion, Marty is helping the organization explore new areas of the market that...

Monty Hamilton Uncovers How to Learn to Appreciate the Problem

Monty Hamilton shares the principles and strategies he used to start his career, launch Rural Sourcing, and grow the company up to 1,000 employees. Find out why business always boils down to relationships, why the key to solving client problems is to...

Going Back In Time, What Monty Hamilton Would Say To His Younger Self

Mo asks Monty Hamilton: If you could record a video and send it back to your former self, something around business development or growth mindset, what would it say? Monty would tell himself to not settle. Looking back, he can see that he didn’t...

The Business Development Story That Changed Everything for Monty Hamilton

Mo asks Monty Hamilton: Tell us a business development story that you are really proud of. Monty’s proudest moment occurred three years ago, when they sold a stake in Rural Sourcing to Bain Capital. It took building the right relationships and...

Monty Hamilton's Favorite Business Development Strategy

Mo asks Monty Hamilton: What’s your favorite science, step, or story from the GrowBIG Training or Snowball System? The blueprint of Monty’s business is think big, start small, scale up. Rural Sourcing started out as a 10 person organization and...

What Business Development REALLY Means, According to Monty Hamilton

Mo asks Monty Hamilton: What is your personal definition of business development? Growth is simply about relationships. Being valuable to someone is intrinsically rewarding. Over the course of Monty’s career, the Give To Get mentality became a core...

Monty Hamilton on Solving Problems – Time To Get Great At Business Development

Mo asks Monty Hamilton: Take us back to the moment when you realized that growth was great and it was something you wanted to focus on. Monty landed a job at Arthur Anderson Consulting out of business school, where he got his start learning how to...

Andrew Robertson Outlines Principles of Business Development Success

Andrew Robertson, CEO of BBDO Worldwide, shares the key principles of business development success that every subject matter expert can immediately apply to their career. Learn how to ensure every business relationship is a triple win, the one BD...

Going Back In Time, What Andrew Robertson Would Say To His Younger Self

Mo asks Andrew Robertson: If you could wave a magic wand and record a video around business development and send it back to your younger self, what would it say? There is very little in business that is as satisfying as business and relationship...

The Business Development Story That Changed Everything for Andrew Robertson

Mo asks Andrew Robertson: Tell me a business development story that you're particularly proud of. Andrew tells the story of a client in London that BBDO had been working with for 20 years and how they lost most of that client’s work after...

Andrew Robertson's Favorite Business Development Strategy

Mo asks Andrew Robertson: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? Writing down the seven relationships that are the most important to growing the business was a technique that changed the way Andrew...

What Business Development REALLY Means, According to Andrew Robertson

Mo asks Andrew Robertson: What is your personal definition of business development? Business development at its best is win/win/win. Your business wins, the client wins, and thirdly, the client is winning so much that they become your best business...

Andrew Robertson on Relationships – Time To Get Great At Business Development

Mo asks Andrew Robertson: When did you first realize that business development or relationship development was a good thing? The first time Andrew realized business development was fundamentally about discipline was while working as a barman in...

Dennis Baltz and the Importance of Helping People With a Purpose

Dennis Baltz shares the wisdom he’s picked up during his 30-year career in helping people solve some of the most challenging risk problems in the world and how being focused on helping people with a purpose has allowed him to work with dozens of...