You know who you are.

When there’s a problem, you’re the one that they call in. If there’s a specialty needed, then that’s you, too.

Yet do you fully own your unicorn attributes?

In your operations/technical role, you are a proven, reliable, credible professional in many ways which may include, but are not limited to:

Your Education, Background, and Culture

offers a different, diverse perspective on how to accomplish a particular task.

Your Skillset

is driven by your passion to do whatever it is that makes you energetic and driven to be an engaged and collaborative resource for your Clients — and they feel your excitement so much so that it’s contagious.

Your Experience

is technically vast and varied. That doesn’t mean that you never make mistakes but that you are a proactive problem-solver, and you take each lesson learned as an opportunity to advance your capabilities for the next great project.

Those rockstar characteristics set you apart operationally.

But do you see your uniqueness as a secret weapon in every aspect of your job/career, including how you connect with your Clients and Allies?

As the infographic below demonstrates, three common denominators overlap your operations functions with your business development ones:

Character

Authenticity and Integrity

• Operations: You do the right thing, even when no one is watching. You have a great reputation and respect, not only in your company but throughout the industry.

• Business Development: You could take shortcuts to cheat the system, but don’t. You cherish your Clients and Allies because you know that existing account management and new account development are marathons and not sprints. You know that Clients test us on the small things before they award us the larger, high-profile projects.

Reliability

Schedule

• Operations: You wouldn’t think about overcommitting and asking for an extension. When you give your word, it’s your bond. You empathize that the Client’s deadline affects their bottom line, and you will move a mountain to help them achieve their project vision.

• Business Development: That reliability translates to how you stay intentional and accountable to your Clients and Allies, even when there are no current projects on their roster. These professionals have become your friends and you look forward to your connections and interactions. You freely provide them with market intel and any assistance to advance their work and/or career.

Credibility

• Quality

  • Operations: You have pride in authorship, design, and craftsmanship that is synonymous with your work. You know that it doesn’t matter if the project budget is coming out of their back pocket, or they are the stewards on behalf of their constituency, your Clients’ and Allies’ careers ride on the success of the project under your charge.

  • Business Development: Credibility is earned over time and then suddenly. Client Retention is one of the largest components of business development. Yet, it is often overlooked. Consistently following through, proactively communicating, and then working your hardest to deliver the best possible outcome are all key components to longevity and lasting Client and Ally Relationships.

When speaking of these three common denominators, it doesn’t matter if you’re an established industry executive or an emerging leader. You are able to lean on your network throughout the life of your career.

You know that Client and Ally Relationships aren’t based upon what those particular individuals can do for you as a “taker.” The relationships you develop become mutually beneficial, professional friendships built upon what you have accomplished together, looking out for each other’s best interests as partners.

Now, I’ll circle back with this question again as you refresh yourself with this information.

Do you own your rockstar operations and technical capabilities? If so, do you see a way to leverage those victories in the Doer/Seller business development function of your job?

If you can create an individual process that parallels your technical operations strengths and unique qualities to your relationship responsibilities in your role, then you will succeed in creating deep, long-lasting business development success.

So what’s the next step? Well, I’m glad that you asked.

This is a topic that I counsel on in depth within the BD Dynamics, Empowering the Technical-Minded course. There are 15 modules and 13 exercises within this online, self-guided program to assist you in creating a program to your own comfort and capabilities.

If you’d like to learn more, please go to www.bddynamics.com or contact me at dlandry@authentizity.com.

Your success is my success; I’m here to help!

— Dawn F. Landry