VIDEO: Mastering the art of business development

In this 25-minute video, BDLN founder John Maffioli interviews Euan West, markets partner at KPMG. Euan joined KPMG in 2002 and was made partner in 2011, purely as a result of his success leading the firm’s business development across its regional network of offices. He is not and never has been an accountant. By becoming partner he has proven himself to be one of the industry’s most effective and respected masters of the business development art.

in the interview Euan reveals several nuggets that will be valuable to anyone involved in business development, including:

  • Methods for getting in front of new people
  • Why differentiation is a huge challenge and what to do about it
  • How to network effectively
  • The art of conversation with a potential client
  • How business development professionals can make partner
  • Why you shouldn’t be afraid to fail when selling
  • How to inspire your business development people
  • Why product-led discussions are often a cul-de-sac
  • How to sell your business development ideas to partners