The 5 Layers Behind Every Great Business Developer

Here’s the secret top performers won’t tell you:

They focus on the layers no one sees… but everyone feels.

Most professionals start with what they know.

→ The scripts.
→The techniques.
→The frameworks.

But here’s the problem with that approach: You’re doing the work, but it’s not moving relationships forward.

The best business developers think differently. They build from the ground up.

That’s where the BD Success Pyramid comes in. It’s not a quick trick. It’s a foundation. And when you put the pieces in place, growth flows naturally.

Here’s how you can use it… one layer at a time:

1. Mindset

This is how you think about growing your book of business.

The best client-facing professionals don’t “sell.” They serve. When you shift your mindset from closing deals to helping people, everything else gets easier.

Tip: Before your next meeting, ask a question you’re truly curious about. You’ll be surprised at how much it opens up the conversation.

2. Habits

This is how you act every day. Small, consistent actions build momentum and trust over time. Even 15 minutes a day can make a difference.

Tip: Try setting a daily reminder to send one “Give to Get.” A short note, an idea, or an article that’s helpful keeps relationships warm.

3. Skills

This is how you connect and create value. Business development isn’t about being a natural, it’s about learning to listen well, communicate clearly, and adapt to others.

Tip: Prepare three thoughtful questions before your next client conversation. Discovery builds rapport.

4. Relationships

This is who you invest in to grow your career. Strong relationships create opportunities and open doors.

The key is focusing on the right people and finding ways to help them often.

Tip: Surprise someone in your network with a check-in or an insight. No strings attached.

5. Execution

This is how you turn conversations into progress. Meetings only matter if you follow through. The best professionals make execution part of their everyday work.

Tip: After your next meeting, send a one-minute follow-up with a tailored takeaway. Short. Helpful. Memorable.

Here’s the thing: most people skip the first four levels and jump straight to execution.

The result? Everything feels forced.

But when you build the foundation first, mindset, habits, skills, and relationships, execution becomes effortless.

Your conversations feel authentic because they are.

Your relationships deepen because you’re genuinely invested.

The pyramid isn’t just a model. It’s a philosophy.

Start with who you are, not what you do.

So… what about you?

Hit reply on this email and let me know which layer of the pyramid could unlock the most growth for you right now?

P.S. If you want to see the infographic above in a simple, clear way, download the high-quality version of the visual and 50+ of other useful infographics just like this one.

And it can help you and your team keep your focus where it matters most.

→ Download the high-quality version here