Course:  How to Build a Business Development Consultancy - Module 2

"Other than simply helping people to create an income flow that adds to their business or becomes their business, I wanted to open the door to collaborative opportunities with my company and other business developers. That's how we get big, impactful things done.  So, here we are, at a new beginning and opportuniy.  Welcome to the Business Development Consultancy course."  

This page includes Module 2 for the Business Development Consultancy course.  Reminder:  There are 5 modules with 3 segments each that include video tutorials along with the script in text form and some other resources here and there.  When you are complete with each module, you'll find a button to click to access the next module at the bottom of the page. And, if you get stuck or have a question, all that you need to do is to click here for contact.

Module 2 - Segment 1 below is "Build-in 5 Key Types of People to Set Your Foundation"

Script and Resources: Build-in 5 Key Types of People to Set the Foundation

Welcome to the second module. Don’t forget that I’m adding some other resources to each module, like short audio clips, photos, articles, and video presentations from this point on to help you out.

In this video, you will learn:

    • The 5 key types of people you need to build your super network
    • How to build relationships with these 5 types
    • How to utilize these 5 types to continue building your network

After this video, you will be able to:

    • Identify the 5 types you need in your network
    • Begin relationship building right away with these 5 types
    • Start utilizing these 5 types to expand your network with other right types

I want you to think about your current network, and see if any of these statements are true:

    • Most are in the same industry or occupation as I am or similar
    • They are almost all located in the same community, state, or country
    • There are very few decision-makers or leaders
    • There are not many that I’d feel comfortable asking a big favor
    • There are a lot of needy types
    • There are very few social influencers
    • There are almost no business partners, potential partners, or people with whom I’ve collaborated with in the last 2 years
    • Almost none of them are on any kind of a mailing list or subscriber list I own
    • Many of them have a similar personality to mine
    • There’s a heavy concentration on either male or female
    • At least 90% of my overall network I’ve not directly and personally communicated with ever
    • I don’t get regular referrals or introductions from my network

If you found that at least half of these 12 statements are true for you, then you know that your network isn’t as much a community as it is a bunch of names in a stagnant network.  We need to change that so that business development flows easily.  The best way to do this is to “seed” your current network and build a good foundation for expansion because, in the world of business development, your community network is your toolbox -- what you use to conduct business.

So, let’s get started.  The 5 key types you need in your network:

1) Connectors  (Examples: Extroverts often 6-figure network marketers, PR types, and Membership Directors)

2) Media (Examples: Social Media Producers, Podcasters, Mainstream Journalists, etc.)

3) Leaders/Influencers/Experts (Examples: Authors/Speakers, Thought Leaders, Government Officials, and Nonprofit leaders)

4) Advisors/Mentors (Example: Accomplished Business Leaders)

5) Other Business Developers (They will become collaborators)

Where do you find these people?  Some may already be hidden in your dusty networks. Start there.  You always start with your current network and seek out introductions.

You’ll find the speakers and authors on Linkedin and social media.  Same with podcasters and media types, but, I really like seeing them on TV or reading a column or article and doing an Internet search.  Business developers are on Linkedin and in Whatsapp groups.  Find someone who is running a Linkedin or Whatsapp group with these types. Whatsapp Resource (Marc Jarrett: For advisors/mentors, you’ll need to source close to our own space. They don’t have to be directly linked to the work you do, but, someone who “gets” you and what you are all about will be important.  That person should be a relationship-builder type and align with your values. Try to meet in person if you can.

Sometimes mentors aren’t so obvious, but they are critical to our success and show us how important it is to pass along that same “gift” to others.  Think about those people you’ve turned to for advice (business or personal).  Who are the people in the last couple of years who have served as role models for you (even if they are unaware)?  Who are the people who’ve paved the path for you?  Maybe they are a former boss or colleague, a business-savvy uncle, the founder of a professional organization, a business coach, or a book club member.  In my business networking book, Who’s Hiding in Your Address Book - released in 2007, I talk about and label mentors as a “Genius Pool.”  Mine has grown and changed a bit over the years, and two of them serve on my company’s advisory board.  I’d highly recommend starting to identify and develop your own "Genius Pool," maybe even organizing them as such in your virtual address book.

You are probably wondering what the best way is to assimilate these types into your network without feeling foolish.  Remember your relationship-building skills and your introductory conversation from the previous module.  Here are 3 ways you can start now:

    • Ask someone you know to introduce you.  Best way. If there are people in your network that you already know but maybe haven’t connected with in a while that fit with these key types, reach out for a “catch-up call.”
    • Source these types on the social and professional networks and groups you most use and introduce yourself by asking for an exploratory conversation.  Do not worry if you don’t get the response you want.  Not everyone is as skilled as you. The very visible ones are usually easy to connect with, so, reach out and identify a common factor in your background.  Indicate your sincere interest in their work and that you’d like to connect.
    • Utilizing this gold mine of people-assets starts with recruiting them to help you expand your network with more just like them.  Pick a couple and let them know the types of people you’d like to meet - be as specific as you can and ask if they can introduce you or point you in the right direction.  A good and easy place to start is to find other business developers in your region.

Quote that I’ve seen recently: “If you show up like a suspect, how can you be taken seriously as a prospect.”

Be authentic with your communication.  Take a look at the video presentation included in this segment about diversifying your network.

You literally can get started building your super network with key types right now.

Let’s review key points:

    • You know the 5 key types you need in your network to set your foundation:  Connectors, Media, Leaders/Influencers, Advisors/Mentors, and Business Developers
    • Making contact with these types starts with checking your current network for them. They could be buried there as people you’ve really never gotten to know.
    • Mentors/Advisors are your “Genius Pool” and are super important to building and maintaining a strong network.
    • You can start now adding these 5 key types - the best way is by asking someone you know to introduce you.
    • Start utilizing your new network by getting them to help you expand your network with more people like them.

The next video is about securing important contacts you feel are outside your reach.

Course Author: Mary Kurek, President, Frontrunners Development, Inc.



To email the author:

Copyright 2022 © Mary Kurek

Module 2 - Segment 2:   Secure Important Contacts Outside Your Reach

Script and Resources: Secure Important Contacts Outside your Reach

In this video, you’ll learn

    • How to identify higher-level types you wish to attract to your network
    • To develop your reason for reaching out to these high-level types
    • How to utilize these types in your new network

After this video, you should be able to

    • Quickly and easily source high-level types specific to your business interests
    • Develop your one-line reason for reaching out to these types
    • Curate these particular network members for future business development activities

Probably the most pivotal understanding I acquired during my years making professional connections for clients is the fact that I could reach people I didn’t think I could.  Reasons why I didn’t think I could:

    • I wasn’t as important
    • They were going to be way too busy for me
    • I wasn’t in their industry or space
    • I didn’t have a good enough reason to get their attention

I played the mind game of “doubt” and self-talked my way out of even trying several times.  Then, some crazy things started happening; once I realized I had a good reason, and I secured one or two, I was unstoppable.  

It all started with a former professional basketball player who I secured to help me in founding a youth sports leadership program.  He is a retired Harlem Globetrotter.

That led me to meet other former pro athletes and one became a client. And, there’s more.  I had phone calls with the general manager of a pro basketball team (The Orlando Magic), a personal visit with NC State University’s Head Basketball Coach, Les Robinson, and a conversation with Oprah’s significant other, Stedman Graham, who was managing a program called Athletes Against Drugs. I read a column he wrote in a magazine and actually got his phone number from Oprah's office.

I met the Player Relations Director for the Buffalo Bills NFL team in person at their training camp in New York at his invitation.  And, at that meeting, I also met the author of a biography on Buffalo Bills Hall of Fame quarterback, Jim Kelly. I tracked down that author and called him one night after reading his book. I had no idea I’d get to meet him in person.

More stories for you: I found the author of a book I had picked up at an airport and liked.  Had a call with him which led me to a publisher who published my book with that author’s endorsement on page two.

I have absolutely no problem connecting with diplomats from around the world.  I have a business partner who is a former US Congressman and is also a retired US Ambassador to Denmark.  He was introduced to me by another former US Congressman who is a retired United Nations Ambassador.  One of my advisory board members is a traditional royal from Africa and the Prince of Madagascar has appointed me to the trade and investment team for the royal house.

Too many stories to even share.

You think I have any problems connecting higher than myself now?

Actually, I've had more of a history than I realized in connecting with people others wouldn't have attempted. Just found these photos.

Mary Kurek and Governor Hunt

Here I am with NC Governor James B. Hunt, Jr. whom I had worked for years earlier. This visit was at my request when I was working as a Chamber of Commerce Executive Director.

Mary Kurek and Gen. McCorkle (Call Sign: Assassin)

As Executive Director of the town surrounding the world's largest Marine Corps Air Station, I found myself often connecting with Commanding Generals. This one's call sign is "The Assassin."

Mary Kurek and Frank Capra Jr

At one point, I was producing and hosting my own local television show. I asked for and was granted an interview with Frank Capra, Jr. who was then the Director of Screen Gems Studios in Wilmington, NC. His father was the legendary director of the Christmas story, "It's a Wonderful Life." I always like to bring along young people to enjoy experiences like these, so you'll see one seated next to me on the deck at the entrance to the Screen Gems lot.

You see, once you start, you open the door to more.  One connection can introduce you to others.  In these examples I’ve just shared, that has happened more than once and you can actually see the benefit. So, what changed for me was 3 things:

    • I had a good reason for connecting.  I was gathering information for a new project.  I shared feedback with an author and was gathering advice. Had a television show and was looking for a guest. And, now, working through business development activities, I am easily connected to high-level types.
    • I developed rock-solid confidence based on not getting overly invested in the outcome.  And, honestly, it was just great fun.
    • I encouraged and sometimes asked these people to connect me with others, and they did.

This can be life-changing when you consider how it can affect you personally as well as from a business standpoint and the legacy of impact I’m sure you want to leave.

Let’s step aside from my experience now and get you into yours.  Ask yourself and answer these questions to see what high-level types might benefit you.

    •  What big project am I working on now and to what space does it relate? Be specific. (Project examples:  Writing a book about wellness for military veterans.  Developing a coaching program for disabled parents with small children.  Putting together a webinar series on wealth management for professional women.  Developing a consultancy package for young political types.)
    •  Who do I already know who can introduce me to precisely the types of people who a)  could advise or serve on my board b)  endorse c)  could refer d) are well-established and known in my target space?
    • If I had to approach high-level types in my target spaces, who might they be and where would I find them?

Let’s take a look at #3) You could conduct a search on Google or Linkedin using all categories of search you feel relevant that will bring you results.  Examples that relate to the Project Examples I gave above: award-winning women leaders in Canada, political journalists or columnists for your nation’s top news outlets, CEO or Board President of a disability organization, or a military spouse’s organization or magazine.  It’s not that hard.

When you find one; then what?

Can you come up with a one-line compelling reason why you wish to connect with that person?   Let’s say you find the CEO of a national organization that is on target with the project on which you are working.

Your message will convey a genuine appreciation for and interest in their work and impact.  You’ll share something you’ve read that particularly impresses you.  Then you’ll move into your reason for connecting - your one-liner.  (Example: “I would appreciate a short conversation with you to gather your advice on solutions for disabled parents as I’ve been researching and feel I could make a positive impact on a large scale.”)

Create the “ask” as a “one-liner” and if you feel like sharing a bit more about your particular expertise and background, that’s fine, but, you don’t have to get into the details of how you are planning to solve the problem.  If you already have the solution, the person you are trying to connect with is going to believe you don’t really need their advice.

Your particular one-liner may not be about soliciting advice. You may be looking for a quote for your book or someone to review your program for endorsement.  If they are people you don’t already know, make sure your request isn’t going to cost them a lot of time.

Now, here’s the big task -- let go of the outcome.  If you don’t get a good response, shake it off and move on.  There are plenty of others you can approach.

The last thing you need to do is curate these high-level types once you start moving them into your network of contacts.  People who advise, give you quotes for your book, endorse you, and so on - they will become part of your business development community down the road.  Tag these people in a way that will help you easily access them when you are looking for particular types to service your clients. Tags should relate to their industry or space, maybe indicate their title, and location. If you keep a subscriber list on a platform like Mailchimp, you have the option of adding tags.  This will help you quickly access the right sources which are especially important when in you reach more than a few hundred.

Let’s review key points:

    • Finding the right high-level types relates to the target space of the big project on which you are working
    • Developing a one-liner compelling reason for connecting with these types helps you streamline your approach - it must genuine
    • Don’t get invested in the outcome of any attempt you make to connect
    • Curate your new contacts specifically for future business development

This is fun work and easy to start, so don’t wait.

The next video is about planning for diversity and getting global.

Course Author: Mary Kurek, President, Frontrunners Development, Inc.



To email the author:

Copyright 2022 © Mary Kurek

The next segment is about planning for including diversity and getting global.

Module 1 - Segment 3:  Planning for Diversity and Getting Global

Script and Resources: Plan for Including Diversity and Getting Global

This video will help you learn:

    • How to create a diversity plan for your network
    • How to move easily into global business networks
    • 5 key points for interacting with globally diverse contacts

Once complete with this video, you’ll be able to:

    • Activate a diversity plan for your network
    • Identify and become part of global business networks
    • Confidently interact with globally diverse contacts

For the sake of our end goal of getting you into a business development consultancy, we will look at diversity in two ways.  First, we’ll look at variety, and then we’ll look at diversity as an “inclusion” agenda.

Similar to needing certain types of people in your network like what you recently learned about the 5 key types of people you need in your also need purposeful diversity built into your network.  Most big gaps or issues your clients will have when they’ll hire you for your business development services will require a multitude of different types of contacts, often in many different locations. 

Suppose they want to expand their operations to another country or land a research project on another continent.  Maybe they need a clinical trial within a certain population of people.

Or, like one of my clients whose product clearly has to do with eyecare but he’s interested in speaking with cardiologists because his product impacts heart health.

Who would have ever figured that I’d introduce the director of a genetics research institute to a smart city developer--but, I did.

In the last 2 years, I’ve been asked to develop a relationship with a specific royal family in Dubai, find a skincare company that might be interested in the African export of shea butter, search my network for contacts who could be interested in building an oil refinery or find partners for a food insecurity program.  I’ve put together a diplomat with an international personal security expert to help on a peacemaking trip to a conflict-ridden country.  And, these are just a few.

You will need the kind of network that can do just about anything.  And, this statement holds true even if you decide to focus your business development work in one particular space.  Think about this:

    • If you are already an entrepreneur, what goods and services did you need to start?  The people you used to help you didn’t come from one industry.  The same is true for your clients.
    • When you bought your home, the resources you needed to furnish it, make it functional, and repair things all came from different sources.  And, if you’re like me, you keep that plumber’s # on speed dial.  You keep the name of an electrician, roofer, carpenter, painter, and lawncare professional where you can access it easily.

Your business network needs to be the same.  Remember, this is your best asset. Collectively, it becomes a tool.

You will have the right person to connect with when the right opportunity shows up.  This requires development on purpose. 

This is a concept I’m sure you know, but, bringing it to mind makes it a more purposeful endeavor.  Now,  let’s talk about diversity as an inclusion agenda. In the world of business development, it is critically important to embrace diversity.  You will come across diversity in:

    • Gender identification
    • Race/ethnicity
    • Religious beliefs
    • Cultural practices
    • Language and Dialect diversities

And more.

Creating a diversity plan will enable you to feel confident that you are purposefully meeting a mission of inclusivity.

Here are a few ideas for your plan:  (First, consider your network and how it “leans.”  Is there an overload of only a few types?  Get purposeful about adding people different from you in the diversity areas just mentioned:  race/ethnicity, religious beliefs, cultural practices, and language.

    • Make a target list of global locations where you are shy on contacts and can see value in developing relationships.  Look for specific experts or types that you might find valuable or interesting and start building relationships.  (Remember the 5 key types if you need a starting point.)
    • Make it part of your business mission in writing to practice diversity inclusion in hires you make or in contacts you invite into your network
    • Make contact with advocacy organizations that resonate with your business and reach out for partnerships or to add people to your advisory board.

Here are some of my partners. Diversity in action: (Included here are partners based in Africa, Poland, Pakistan, France, the US, and Canada, and these are just a sampling. They represent spaces like girls' and women's empowerment, education, maternal health, entrepreneurship, cultural empowerment, health innovation, and gender and human rights.)

This leads to identifying and getting into global business networks, which is a quick way to advance your diversity protocol and relationship building.

I’m going to list a few ways:

    • First, as always, start with your current network and ask around
    • Search global or international business networks on the Internet
    • Search for international business networks under Posts, People, and Groups on Linkedin 
    • Think about getting involved in the Rotary Club (if you like in-person meetings).  Rotary International is very active globally and its members are good at introductions (several of my clients and network members are Rotarians)
    • Visit your local Chamber of Commerce Membership Director - she/he may know of CEOs of global companies to introduce you to who can get you connected with groups

Now, it’s just a matter of you making some contacts inside a group or two.  Pick a group, and find 2 people with whom you wish to connect. Reach out. You can use a one-liner reason- a subject we've previously covered.  Or, a good one-liner might be to tell them that you are expanding your business globally and are preparing for your expansion by meeting experts in particular spaces relevant to your work.

What will make you feel most confident in this activity is to have someone you know to refer or introduce you.

You are on your way.  And, you are complete with Module 2.  Module 3 is about adopting a strategy for attracting great contacts.  This is where effort relaxes and the focus moves toward helping people find you as opposed to you finding them.

Course Author: Mary Kurek, President, Frontrunners Development, Inc.



To email the author:

Copyright 2022 © Mary Kurek


    Diversity and Inclusion are subjects we talk about regularly within the virtual pages of my media platform, I've been able to connect each one I've interviewed with someone else because it is an important topic being addressed globally from many perspectives and experiences. Diversity may mean something different to each one, but, inclusion is defined the same. Because this Module brings diversity up for you in terms of your network, I wanted to share a little inspiration through these interviews that address this topic differently...and yet get to the same point.

    Mary Kurek interviews UN Women Leader Tsegga Medhin

    Mary Kurek interviews Yemi Jackson on Diversity and Inclusion in the Workplace and Board Room

    Mary Kurek interviews Bishnu Pariyar on Leveling the Playing Field for Women and Girls in Marginalized Countries

    Mary Kurek interviews Shelly Houser about Disability, Ability, and Inclusion

    Mary Kurek interviews Anita Sanchez on Indigenous People's Challenges in the Inclusion Era

    Mary Kurek interviews Kevin Humes on Creating Inclusion in the Supply Chain as it Impacts Veterans

    Course Author:  Mary Kurek, President, Frontrunners Development, Inc.



    Copyright 2022 © Mary Kurek

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