Episodes

April 12, 2022

What Business Development REALLY Means, According to James Barclay

Mo asks James Barclay: Tell me your personal definition of business development. Growth is all about your leading indicators. Your behaviors, values, and what you do every day are what will put you in a position to win. Focusing on the end of the...

Listen to the Episode
April 11, 2022

James Barclay on Attracting Clients – Time To Get Great At Business D…

Mo asks James Barclay: When did you realize that business development was great? James' first job out of college was as a conference organizer and that’s where he learned the power of selling ideas. Selling conferences in the 1990s changed once the...

Listen to the Episode
April 9, 2022

John Tigh Digs Into Cultivating Relationships, Acts of Service, and G…

John Tigh shares the business development lessons he learned in the trenches working with top-10 pharmaceutical companies and digital transformation. Learn why business development is a heart-centered sport and why empathy is key to connecting with...

Listen to the Episode
April 8, 2022

Going Back In Time, What John Tigh Would Say To His Younger Self

Mo asks John Tigh: If you could record a video for your younger self around business development, what would it say? John would start things off by telling his younger self to be quiet since he wasn’t always the best listener. The other thing he...

Listen to the Episode
April 7, 2022

The Business Development Story That Changed Everything for John Tigh

Mo asks John Tigh: Tell me of a business development that you are particularly proud of. During John’s time working as a consultant while working for a top-10 pharmaceutical company. He had a chance to meet another top-10 pharmaceutical company and...

Listen to the Episode
April 6, 2022

John Tigh'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....

Listen to the Episode
April 5, 2022

What Business Development REALLY Means, According to John Tigh

Mo asks John Tigh: What is your personal definition of business development? For John, business development begins and ends with acts of service. It’s all about following up and finding ways to help people. The fastest way to build a relationship...

Listen to the Episode
April 4, 2022

John Tigh on Growth – Time To Get Great At Business Development

Mo asks John Tigh: Tell me of the moment that you realized growth is great. Eleven years ago, John was bit by a radioactive statement of work and has since gained the superpower of bringing in business. Being a consultant is all about having one foot...

Listen to the Episode
April 2, 2022

Jane Allen Expounds on Proactive Problem Solving and Taking the Chance

Jane Allen shares how she built a brand new category of business by taking a chance on trying to solve a problem she saw lawyers facing every single day. Find out about how Jane grew her initial client base for Counsel on Call, how proactive problem...

Listen to the Episode
April 1, 2022

Going Back In Time, What Jane Allen Would Say To Her Younger Self

Mo asks Jane Allen: If you could record a message to your younger self around business development or growth skills, what would it say? Jane would tell herself to embrace it. Embrace your intrinsic drive to connect with people. Jane wouldn’t have...

Listen to the Episode
March 31, 2022

The Business Development Story That Changed Everything for Jane Allen

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....

Listen to the Episode
March 30, 2022

Jane Allen’s Favorite Business Development Strategy

Mo asks Jane Allen: What is your favorite science, step, or story from the GrowBIG Training or Snowball System? The personality test was the most fascinating element of the GrowBIG Training that completely transformed the way Jane’s company thought...

Listen to the Episode
March 29, 2022

What Business Development REALLY Means, According to Jane Allen

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...

Listen to the Episode
March 28, 2022

Jane Allen on Solving Problems – Time To Get Great At Business Develo…

Mo asks Jane Allen: Tell me of the moment where you realized you wanted to focus on business development. Jane originally went to law school because she had read Death of a Salesman in college, and she didn’t want to end up like Willy Loman. It...

Listen to the Episode
March 26, 2022

Andrew Cogar Offers the Chicken Coop Strategy for Business Development

Andrew Cogar shares the internal and external business development lessons he learned during his career at Historical Concepts and how he knocked Mo off his feet with his approach to building a professional relationship. Find out why the secret to...

Listen to the Episode
March 25, 2022

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

Mo asks Andrew Cogar: If you could record a video around business development and send it to your younger self, what would it say? Andrew would tell himself two things. Focus on building meaningful, real relationships as early as possible with as...

Listen to the Episode
March 24, 2022

The Business Development Story That Changed Everything for Andrew Cog…

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...

Listen to the Episode
March 23, 2022

Andrew Cogar's Favorite Business Development Strategy

Mo asks Andrew Cogar: What is your favorite science, step, or story in the GrowBIG Training or Snowball System? For Andrew, building out their Give-to-Get toolkit stands out the most. Showing genuine interest in a prospect and how you can help them...

Listen to the Episode
March 22, 2022

What Business Development REALLY Means, According to Andrew Cogar

Mo asks Andrew Cogar: What is your personal definition of business development? Andrew’s definition has evolved to simply mean fulfilling relationships on a personal and professional level and not making it any more transactional than that. You...

Listen to the Episode
March 21, 2022

Andrew Cogar on Interest – Time To Get Great At Business Development

Mo asks Andrew Cogar: When did you realize that business development was really important? It really clicked when Andrew started thinking about business development not as a means of getting business but as a means for the firm to get the business...

Listen to the Episode
March 19, 2022

Brian Caffarelli on the Subtle Art and Exacting Science of Business D…

Brian Caffarelli shares his decades of experience in sales and consulting and what he learned about the art and science that is business development. Learn why becoming a guide that inspires trust is one of the most important things you can do to sell...

Listen to the Episode
March 18, 2022

Going Back In Time, What Brian Caffarelli Would Say To His Younger Se…

Mo asks Brian Caffarelli: If you could record a video around business development and send it back to your younger self, what would it say? If you think selling is hard, buying is harder. Brian would want to tell his younger self that if he was more...

Listen to the Episode
March 17, 2022

The Business Development Story That Changed Everything for Brian Caff…

Mo asks Brian Caffarelli: Tell me of a business development story that you are really proud of. Brian’s most proud of the lesson he learned from his story. Early in his career, Brian was part of a major sales effort with a world-class brand....

Listen to the Episode
March 16, 2022

Brian Caffarelli's Favorite Business Development Strategy

Mo asks Brian Caffarelli: What is your favorite science, step, or strategy from the GrowBIG Training or Snowball System? Whole brain thinking stands out the most to Brian. When trying to communicate, it’s easy to over index on the message and under...

Listen to the Episode