Overcoming Common Business Development Obstacles
Too busy for business development? It’s the number one challenge facing business owners and professionals. But it’s not the only factor holding people back.
Based on responses to our recent social media survey on this very subject, it’s clear that several recurring obstacles stand in the way of effective business development. Below, we provide practical tips to tackle these issues and build stronger business development (BD) practices.
1. Lack of Time
"I’m too busy doing the work to focus on BD!"
This is one of the most common concerns. However, BD is absolutely critical for long-term success. Here’s how to manage your time effectively:
Strategy and focus: Develop a strategy with a clear target list. Knowing who you want to work with, and why, reduces overwhelm and allows you to concentrate on key opportunities.
One task a day: Avoid stacking BD tasks for later. Instead, commit to doing one small thing every day or week—whether it’s sending an email, making a call, or updating your target list. Consistency beats last-minute sprints.
Immediate actions: During meetings, act on tasks immediately. Send emails and complete follow-ups during or right after the meeting to avoid building a backlog.
2. Limited BD Experience
"I’m nervous about making mistakes and lack confidence when speaking to others."
Business development can feel intimidating at first, but with practice, it gets easier. Here’s how to build confidence:
Shadow and learn: Ask senior colleagues if you can join BD meetings or attend networking events alongside them. Observe how they approach conversations and learn from their experience.
Learn the process: Familiarise yourself with your company’s BD materials and processes. Review past examples of proposals, presentations, and emails. Understanding the structure makes it easier to develop soft skills over time.
Be authentic: Relationships are at the heart of BD. Be yourself—clients value genuine connections over a “salesy” persona. Show that you’re approachable and solutions-oriented.
3. Limited Market Knowledge
"I don’t know enough about the industry to keep a conversation going."
No one expects you to know everything. Use these tips to build confidence and engage effectively:
Tap into your team: If you don’t know an answer, admit it honestly and promise to follow up. Use the opportunity to connect them with the right person on your team for a second conversation.
Read what clients read: Explore publications your clients are likely to follow, such as City AM, The Financial Times, or The Caterer. Understanding their priorities helps you provide relevant solutions.
Listen and learn: Attend industry events and pay attention to speakers. These sessions are invaluable for gaining insights and creating talking points for future conversations.
4. Dislike of Outreach and Networking
"I hate cold emails and talking to strangers at events."
Networking can be uncomfortable, but it doesn’t have to be daunting. Here’s how to make it more manageable:
Do your research: A well-researched approach to outreach can make conversations smoother. Know the clients you’re targeting and engage your network for introductions.
Curiosity over selling: Focus on learning about others rather than worrying about what you’ll say. Approach conversations with curiosity and let natural dialogue flow.
Shared experiences: Remember, many people feel the same way about networking. Use common ground—like shared challenges or even the weather—as an icebreaker.
The Golden Rule of BD
Above all, prioritise doing an excellent job with your current clients. A satisfied client is often your best advocate, opening doors to additional projects and opportunities. While delivering high-quality work, set aside time for BD—it’s an investment in your future success.