As an introvert, I was never going to be much of a business developer.
(I’ve written previously about my mild aversion to picking up the phone.)
But even though I fall on the marketing side of the A/E/C business development-marketing spectrum, sometimes I still find myself in business development situations. Typically, this is a “leads lunch,” where business developers from different A/E/C firms (not in overlapping disciplines) share industry leads.
I’m always bowled over by how many people my lunch partners seem to know. Early on, I made a point of noting every proper name—person and business—that came up in conversation, and then looking them up later.
What shocked me is that this knowledge wasn’t shallow—there was depth to it! These business developers would have more than just names in their heads, carrying knowledge and details. She’s from Wisconsin or she doesn’t like her current leadership or she likes that Mexican place on South Broadway.
Meanwhile, I can barely keep track of my close friends’ birthdays without a calendar’s assistance.
I don’t like the competition of this: I know more than you.
I also don’t like the shame.
Should I know more people?
After a few minutes of hanging out with business developers, who pepper their sentences with proper names, it’s easy to start equating the size of your network with your self-worth. How good am I really, if I don’t know anyone who works for that developer?
So, I have to remind myself—business development is not the skill set I’ve chosen to develop. It’s okay that I’m not rolling in the contacts or leads; that’s not where I’ve invested my time.
If I’m really struggling, I can also remember that knowledge wins over skill in the long run. (Even if knowledge is still pretty important.)
Taylor Coe 