Over the last few months, I've found myself thinking about how + why certain companies are so much better at innovating new products and services.  As technology flattens the field of competition, organizational revitalization and innovation are key to creating and maintaining a dominant position (and yes, I know that is a mouthful).  So for all you intrapreneurs out there -- think entrepreneurs within a larger/established organization -- take a look at this "Business Model Toolbox" for your iPad.  True, its pricier than most apps I've added ($40); nonetheless, as a systems and design thinker, a great tool to test new business ideas with.  I've been using it for the last few weeks while on paternity leave from Bank Director; I've found it a handy app to sketch, test and forecast a number of ideas at any hour of the day.  Worth a look if you're in the business of developing new ideas and relationships.

A good friend -- and exceptional entrepeneur -- recently introduced his own blog: WInning Ideas (Tien Wong's blog). Authored by the Chairman & CEO of Lore Systems and Opus8, its worth a read and a follow if you're looking to scale your business.  I've mentioned Tien before... he's someone I met while working at Computech and studying at the Smith school.  He regaled my classmates with the growth story of his former company, CyberRep, which he grew from $550,000 to over $80 million in annual revenue over a 9 year span.  I've shared a number of interesting conversations with him over the years since (some focused on cloud computing; others, on the value of social media), and his forray into the blogosphere sparks today short post as I prepare to lead a few days of "sales stories" for nine of us at Bank Director.

If you are like me, you probably have a hard time accepting a meeting invitation that lacks a clearly stated purpose and realistic agenda.  So before hopping a fligtht from Nantucket to Nashville for several days of discussion and planning, let me pass along some of what I hope our team will cover.  I'm always curious how other businesses run their BD efforts and thought to share a few elements of ours.

Purpose of our next 2 days: Growing our business AND making sure we support & celebrate each other’s accomplishments.

A preview of what's on the agenda:

• We have talked about our best clients... now, why are they the best? (*this goes beyond just what they pay us)
• Who are our best prospects and how did we come to this realization?
• How can we identify additional prospects... this is an open discussion for sales, marketing and data types alike.
• “In your pocket” questions to ask in a conversation... this is an open discussion that should help us network better
• Who are the decision makers + how can we approach them?  Open discussion amongst our talented team
• How do you learn who these people are -- and how do you establish a level of trust so you can develop a business relationship?
• What is our "best story" that someone will remember us by?
• Dealing with objections... this is an open discussion
• What “Plug + Play” tools do we need to be better prepared to make sales calls... open for discussion

I share because, regardless of what you call it, business development / sales was grossly ignored by many of my professors both in undergrad and b-school.  Sure, data analytics, marketing strategy, etc, is interesting and formed the basis of my academic experience.  But cash flow is king -- and sales essential to any and all businesses.  While some still wrestle with this, we are all salesmen in some way, shape or form.  More to come later this week.

• What you see might not be what others see;
• What you hear might not be what your peers hear;
• What you feel can be influenced; and
• What you think, changes.

Now, sales, marketing and communications activities do not often draw parallels to a criminal trial [*insert whatever joke you deem appropriate here].  Still, I could not help but reflect on the opportunities companies have to shape the discussion about a product and/or service in their favor while weighing evidence presented by the District Attorney as well as the defense team.  From defining competition to specifying "pre-requisites," successful organizations promote their abilities in such a way as to influence the jury (e.g. their potential customers).  So, too, do opportunities abound to position your company (nee, client) in such a manner that prospective clients hear what you want them to hear, feel you you want them to feel, and ultimately think the way you want them to think.  What you're selling isn't a luxury; rather, a necessity, correct?

Now, I don't claim my time in the courthouse provoked a major epiphany; I would be remiss, however, to not pass along those four points as a reminder to all that a company's growth really does rest with the defense.