Breaking BizDev

Hosted by John Tyreman & Mark Wainwright

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Jun 2026

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About the show

What does "business development" mean anyways? On Breaking BizDev, John Tyreman and Mark Wainwright break down, beat up, and redefine that nebulous term 'business development' for the modern professional services firm. Subscribe to this podcast to get sales and marketing advice that you can actually put into practice right away. Whether you're an expert doer-seller, firm owner, or a dedicated sales/marketing pro, each episode will help you understand your buyers and win new business. Subscribe today and connect with us on LinkedIn.

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60 recent

June 8, 2026Episode 7932 min

The Perfect (Sales) Proposal

Stop sending your sales proposals as PDF email attachments and crossing your fingers for a "yes."For doer-sellers and sales/marketing professionals in the B2B services world, the quest for the "perfect" proposal template is a distraction. Instead of relying on a document filled with firm resumes and boilerplate text, winning new business requires an obsessive focus on the client's needs, starting long before a document is ever drafted. In this episode of Breaking BizDev, John and Mark break down why the best proposals are synchronous conversations, how different roles in your firm contribute to success, and the core ingredients needed to close the deal. In this episode you'll learn...• Why you must present proposals as live, synchronous conversations• How to use the "highlighter test" to keep your focus on the client• The distinct roles your delivery, marketing, and proposal teams play• Why firm resumes and case studies belong buried deep in the appendix• How a great Statement of Understanding sets up 3-option pricingCHAPTERS00:00 Welcome02:37 Lessons From Two Bobs04:45 Proposal Starts Upstream09:01 Perfect Proposal by Role19:54 Core Proposal Ingredients28:41 Client Focus and Wrap UpShare your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

May 25, 2026Episode 7832 min

Burnout in BizDev: Reignite Your Doer-Sellers

Burnout in business development isn't a personal failure—it’s a system failure. Nowhere is this more obvious than with "doer-sellers;" technical experts who are expected to act as an entire business unit on top of delivering their actual client work.In this episode of Breaking BizDev, John Tyreman and Mark Wainwright break down the root causes of burnout in sales and marketing, and share actionable ways firm leaders can reignite their exhausted teams. In this episode, you'll hear:• Why burnout happens in the first place• The pressures placed on doer-sellers• The inflection point between burnout and personal growth• The key role of moderators like coaches and mentors• Why practice is a critical part of organizational maturityStop expecting your experts to figure it out on their own. Tune in to learn how to clear the fog, provide structure, and give your doer-sellers the support they actually need to succeed.A systematic review of managerial burnout and personal crisis by Sage PublicationsShare your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

May 11, 2026Episode 7735 min

The Right (and Wrong) Ways to Use AI in Business Development

eaning too hard on AI for sales and marketing, and you risk any trust and credibility built with prospective clients. So where does AI actually belong in creating and winning new business?In this episode of Breaking BizDev, John Tyreman and Mark Wainwright break down the good, the bad, and the ugly of using AI in sales and marketing. They explain why relying on AI to replace human connection is a critical mistake, and how you should instead use it to maximize the time you spend in live, synchronous conversations.In this episode, you'll hear:• Why automated cold outreach, social comments, and follow-up emails destroy credibility and trust.• How to free up your team to have more face-to-face interactions.• How to generate meeting transcripts and summaries so you can focus on active listening• How to aggregate data, append spreadsheets, and build targeted prospect lists.• How to role play future sales calls • How to "humanize" and polish their 3-option pricing tables.Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

April 27, 2026Episode 7626 min

How to Maximize Un-Billable Hours (And Not Squander Them)

Unbillable time is often treated as an afterthought—but it shouldn’t be.In this episode of Breaking BizDev, John Tyreman and Mark Wainwright reframe unbillable hours as one of the most important investments you can make in your future pipeline.They discuss how professionals can move beyond simply “filling time” and instead use those hours with intention—focusing on the activities that actually drive growth.You’ll hear: Why utilization alone is a flawed measure of success How to evaluate and prioritize your non-billable time A clear way to connect marketing and sales efforts The key areas where your time creates the most impact How to balance short-term demands with long-term opportunity building Whether you're trying to generate new business, deepen client relationships, or build your brand, this episode offers a practical approach to making your unbillable hours count.Your future work depends on how you use your time today.Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

April 13, 2026Episode 7532 min

Is Your Referral Process Broken?

Doing great work isn’t enough to generate referrals.In fact, relying on that alone might be exactly what’s holding you back.🤨In this episode of Breaking Biz Dev, Mark and John take a diagnostic approach to one of the most powerful yet underutilized growth strategies in professional services: referrals Drawing from real-world coaching experience, they uncover why so many professionals fail to generate referrals despite strong networks and satisfied clients. From vague asks and inconsistent effort to fear of rejection and lack of process, the breakdown often isn’t the relationships—it’s the system behind them.You’ll learn:How to identify the warning signs of a broken referral process Why most firms don’t treat referrals as a true lead generation channel The difference between passive and proactive referrals How mindset, timing, and clarity impact your success Practical steps to build a repeatable referral process starting today If referrals make up a small (or nonexistent) portion of your pipeline, this episode will help you rethink your approach and take control of a high-impact growth channel.Start turning trust into opportunity.Subscribe for weekly conversations on business development, growth strategy, and modern professional services leadership.CHAPTERS00:00 Why Referrals Get Missed00:43 Show Intro and Listener Shoutout02:49 Referral Process Reality Check05:42 Common Referral Mistakes08:09 Symptoms Your Process Is Broken11:34 Root Cause No Process12:19 Root Cause Unclear Ask16:22 Root Cause Timing and Mindset20:06 Tracking and Attribution Gaps23:26 Rethinking Referrals Push and Pull24:57 Action Steps Start Your List28:20 Wrap Up and Next EpisodeLink to A Referral Process Episode: https://youtu.be/zGNXNNoi2vcShare your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

March 30, 2026Episode 7433 min

3 Option Pricing Tables Part II: Elements & Examples

In this episode of Breaking Biz Dev, John and Mark go deep into the mechanics of three option pricing tables—how to actually build and present them in professional services.They walk through several practical frameworks for structuring options, including levels of involvement, entree engagements, compensation models, and payment structures. Along the way, they unpack the pros, cons, and real-world tradeoffs of each approach.The conversation also dives into decision psychology—why multiple smaller decisions are easier than one big one, how anchoring works, and why the “middle option” isn’t always the recommended path.On the tactical side, they cover how to name your options, design tables for clarity, and clearly communicate what’s included (and excluded). They also emphasize the importance of presenting these options live in conversation rather than sending them over email.The episode wraps with a powerful insight: when done right, these tables shift the dynamic—clients stop resisting and start collaborating, often leaning in to shape the solution themselves.If you’re looking to make your pricing conversations more effective, structured, and client-centered, this episode delivers a practical blueprint.CHAPTERS00:00 Recap and Setup01:58 Why Tables Work02:43 Level of Involvement03:34 Pros and Cons05:43 Entree Engagement08:07 Decision Psychology10:33 Entree Tradeoffs12:18 Compensation Options14:48 Risk and Incentives16:26 Compensation Risk Tradeoffs18:04 Payment Options Framework19:11 Upfront Versus End Payment20:17 Risk And Cashflow Realities21:59 Name Your Three Options24:24 Show Inclusions And Exclusions25:34 Design For Fast Decisions27:57 Present Live Not Email29:29 Anchoring The Price Order30:18 Value Based Options And Practice31:55 The Magical Client Lean In33:04 Wrap Up And Next TimeShare your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

March 16, 2026Episode 7330 min

3 Option Pricing Tables Part I: The Power of Three

Most professional services firms present prospects with a single proposal and hope it sticks.But the best firms structure their pricing differently.In this episode of Breaking BizDev, John Tyreman introduces a powerful concept used across industries—from SaaS to consulting to consumer products: the three-option pricing table.Why three?Because the way options are presented dramatically shapes how buyers make decisions. A single option invites hesitation. Too many options create confusion. But three options strike a powerful balance—helping buyers quickly understand value, compare outcomes, and confidently choose.In Part I: The Power of Three, John explores the psychology behind structured choice and explains why three options consistently outperform traditional proposal formats.You’ll learn:The behavioral science behind structured choiceWhy three options guide better buying decisionsHow option pricing reframes conversations around value instead of costWhy this simple structure can increase both close rates and project sizeThis episode is the first in a series on option pricing for professional services firms.If you're an expert doer-seller, consultant, or firm owner, this framework can fundamentally change the way you position and price your work.Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

March 2, 2026Episode 7229 min

Slides Don’t Sell

In this episode, Mark and John take aim at the traditional pitch deck — and explain why it no longer works in modern business development.From distraction overload to one-sided broadcasts, they outline five reasons slides don’t sell and why leading with a deck often undermines real sales conversations.They also explore what to do instead:Shifting from presentation mode to dialogueReflecting and synthesizing what buyers sayAnchoring conversations in a clear statement of understandingUsing visual aids strategically (not habitually)Maintaining narrative control by sending recordings, not slide filesIf your default move before a new prospect meeting is “Where’s the deck?”, this conversation is for you.#DitchTheDeck Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

February 16, 2026Episode 7132 min

What Other Industries Know About Growth (That You’re Missing)

Most professional services firms approach growth the same way: copy what their competitors are doing, refine it slightly, and hope for better results.In this episode of Breaking BizDev, we explore why that mindset creates stagnation—and why the firms that grow fastest often look outside their industry for better strategies.We talk about the “professional services echo chamber,” why benchmarking can backfire, and how borrowing ideas from other sectors can unlock differentiation, stronger positioning, and a more scalable approach to business development.If you're a firm owner, doer-seller, or sales/marketing leader trying to break through a growth plateau, this episode will give you a sharper way to think about what actually drives sustainable firm growth.CHAPTERS:00:00 Introduction02:06 Cross-Industry Insights04:04 AEC employs more seller-doers09:15 Accounting firms are digitally mature13:21 Creative agencies have strong account management17:33 Wealth Management firms use Centers of Influence23:42 Different pricing models across industries28:08 ConclusionResearch mentioned in this episode:• 2026 High Growth Study by Hinge Marketing • AEC.BD report by Stambaugh Ness and SMPS • Marketing Budget Benchmark Study by the Association for Accounting MarketingShare your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

February 2, 2026Episode 7034 min

Follow-Up DOs and DON'Ts for Business Development

Most business development conversations don’t fail in the meeting—they fail in the follow-up.In this episode of Breaking BizDev, John Tyreman and Mark Wainwright unpack the DOs and DON’Ts of follow-up and explain why it’s one of the most critical—and most mishandled—parts of business development.They frame follow-up as a link in the chain that either moves opportunities forward or quietly pulls them backward. Through real examples from sales and marketing, they show how effective follow-up builds clarity, trust, and momentum—and how bad follow-up (or none at all) derails deals.You’ll learn:What good follow-up actually does in sales and business developmentCommon follow-up mistakes that break momentumWhy “just checking in” often does more harm than goodHow follow-up supports choreography from conversation to contractThe difference between sales follow-up and marketing follow-upA must-listen for consultants, firm owners, doer-sellers, and anyone responsible for generating and closing professional services work.Past episodes mentioned:The Psychology of Familiarity: Building Trust With Mere ExposureChecking In, Ghosting, and the Magic EmailShare your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7