Be A Workhorse, Not A Racehorse

What’s On My Mind

Be a workhorse, not a racehorse.

I sat back in my chair when my friend Glen Jackson said that.

​He has so many clever turns of phrase, and this one really stuck.


​So many people think about great business developers in the wrong way.

​I’ve heard it all:

  • Jane handled every question in that meeting. She was born with it.
  • There’s no way I could confidently talk about our fees like Karim did.
  • How in the world could I ever have the network Phyllis does?

​It’s easy to think great rainmakers are racehorses.

​Beautiful words. Fast moving. Smooth approach.

​But it’s not accurate.

Show me a great rainmaker and I’ll show you a workhorse.

  • Jane practiced answering those questions before the finalist meeting.
  • Karim looked in the mirror before that call, reminding himself of all the work he did to become a senior partner. He’s worth those fees. 
  • Phyllis invested in her Protemoi List for years to build that network.

​Great rainmakers really just do one thing.

They treat business development as a craft.

Always improving, ever forward.

​Doing the hard things first.

​Up every day, back at it.


What’s Coming Up

Speaking of workhorses, we have an amazing guest on the podcast next week, Mike Michalowicz!

​Mike’s a workhorse, cranking out amazing content at a furious pace.

​He’s the bestselling author of several books I’ve loved like Profit First, Clockwork and his new one, Fix This Next.

​And, Mike is FUN.

​Best yet, he recorded a special offer just for us HERE.

It’s a special link to several of Mike’s talks that you can’t get anywhere else.

​Mike largely talks to entrepreneurs, but our clients in professional services, account management roles and pure sales roles have loved his concepts.

​Hey, aren’t we all entrepreneurs in a way?

Once you click through, the Fix This Next talk is probably the best place to start.

​(Bonus: that’s what our podcast episodes will be about next week!)

Super excited about this special offer just for us from Mike and our episodes dropping next week.

Subscribe or follow here to check the podcast episodes out next week.

What’s Worth Lingering On

So how do you become a BD workhorse?

Three simple ways:

  • Treat BD like a project.

    Write goals. Give deadlines. Block off time on your calendar to do the work.

    Hold yourself accountable like BD is the most important project of your career. (It is!)
  • Debrief every BD interaction to keep improving.

    Ask your colleagues and self:

    What’s the #1 thing I should change?

    What’s the #1 thing I should keep doing?
  • Do your BD activities first each day.

    The rest of the day will sort itself out.

Remember my story from last week?

My friend and client was hesitating to reach out to an old friend of his that could now be a client because it has been forever since they had connected.

Well, he reached out.

Didn’t overthink it, just said he’d love to reconnect.

​His old colleague replied back right away.

They’re getting together next week.


​Workhorses get after it.

​Workhorses keep going when it seems hard.

​The sun rises, another day.

Workhorses get up and do the work.


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