Business Development Paradox : a condition found in companies who state a desire to grow, but don’t expect their best business development people to find new business. Commonly found in Recruitment.
Why are your best Development People doing the least business development activity?
It’s an ugly sentence granted. Take a second to let it sink in. Read it out loud maybe.
It’s a peculiar part of the recruitment industry. The people with the highest levels of skill and experience in business development, spend the least amount of time doing active business development.
It’s a Paradox.
If you want your business to grow, surely you want your most effective people to be flexing their BD muscles and using their networks to bring in new business. That’s what happens in Law and Accounting firms. It’s the partners at the top who are responsible for bringing in the business. So why in recruitment have we flipped that model on its head?