42

I have had the opportunity to learn business development by working with several talented individuals. Most seemed to operate intuitively. In my current role, business development is a crucial skill for me. As someone who started out my career in an engineering role, business development skills did not come naturally to me. By a chance encounter, I had the opportunity to hear Mo speak at a alumni event and his way of thinking about business development resonated very well with me. Since then, I have had the opportunity to get to know him and hear him explain how he put together the “Snowball System” over time. Reading the book feels like hearing him talk – a remarkable accomplishment! What I have found most valuable is Mo’s ability to deconstruct and demystify the business development process; and provide a concrete roadmap on how to build this critical skill. Most importantly, the focus on helping others throughout the process really changes the game from trying to “sell” a service to working together in a mutually beneficially way. If you are involved in any way in the professional services field, you will definitely benefit from this book!