Latest / What is Business Development? / Episode 122 Current and Future Trends in BD with Kelly Kennedy

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Episode 122 Current and Future Trends in BD with Kelly Kennedy · What is Business Development?

• 0:04
  Speaker 1: Welcome to the Business Development podcast, brought to you by
• 0:07
  Speaker 1: the Global Business Development Association, delivering the strategies and tactics
• 0:12
  Speaker 1: to boost your career and corporate growth.
• 0:21
  Speaker 2: Hello BD pros, and welcome to the Global Business Development
• 0:25
  Speaker 2: Association podcast called What is Business Development Now? Folks, if
• 0:31
  Speaker 2: you've listened to this show for a while, you know
• 0:33
  Speaker 2: that companies don't fail because they lack hustle. They fail
• 0:36
  Speaker 2: because they never build a real business development system. And
• 0:41
  Speaker 2: you can have the best product or service in the world,
• 0:44
  Speaker 2: but without strategy, positioning, and execution, growth stalls fast. Well
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  Speaker 2: those are the words of our guest today, Kelly Kennedy.
• 0:54
  Speaker 2: We're having him back on the show and I can't
• 0:57
  Speaker 2: wait to jump into our latest discussion and to hear
• 1:01
  Speaker 2: all about what Kelly has in the works for our
• 1:05
  Speaker 2: business development community.
• 1:07
  Speaker 3: But hey, if you want to read some.
• 1:09
  Speaker 2: Other powerful words about business development, grab your copy of
• 1:12
  Speaker 2: the Business Development Body of Knowledge. It's available on Amazon.
• 1:16
  Speaker 2: It's also available on the Global Business Development Association website
• 1:21
  Speaker 2: at GBD Association dot org. And once you finish reading
• 1:26
  Speaker 2: the book, you could take your online certification for the
• 1:30
  Speaker 2: Business Development Professional Certification. All of that is at GBD
• 1:34
  Speaker 2: Association dot Org. Okay, let's jump into talking a little
• 1:39
  Speaker 2: bit about our guest today, Kelly Kennedy. You know, Kelly
• 1:44
  Speaker 2: has been in the industry for a long time, and
• 1:50
  Speaker 2: you know he spent ten years working directly in the
• 1:53
  Speaker 2: Alberta oil and gas sector where he learned how to
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  Speaker 2: build real relationships and close complex deals and win in
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  Speaker 2: one of the toughest industries out there. And in twenty
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  Speaker 2: twenty he launched Capital Business Development to bring lessons to founders,
• 2:09
  Speaker 2: executives and sales teams across Canada and beyond. And today
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  Speaker 2: he's the host of the Business Development Podcast and another
• 2:18
  Speaker 2: podcast called I Used to Work There Now. The Business
• 2:21
  Speaker 2: Development Podcast is top one hundred in the world forty
• 2:25
  Speaker 2: plus countries, two hundred and ninety thousand plus downloads, and
• 2:29
  Speaker 2: it brings together growth minded leaders on the podcast for
• 2:33
  Speaker 2: one on one engagement so that you can learn how
• 2:36
  Speaker 2: to advance your business development game. And he's also the
• 2:39
  Speaker 2: founder of the Catalyst Club, a private community for entrepreneurs,
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  Speaker 2: executives and business developers to grow together, get support, and
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  Speaker 2: move the needle every week with weekly events, expert sessions,
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  Speaker 2: and a focus on authenticity. It's where leaders go to
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  Speaker 2: get real. Well, Kelly Kennedy, I'm so excited to have
• 3:04
  Speaker 2: you back on the show, and folks, let's give Kelly
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  Speaker 2: a warm welcome. Hey Kelly, how are you? Hey?
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  Speaker 4: Man, it's an absolute pleasure to be back here, Tony,
• 3:14
  Speaker 4: thanks for having me back.
• 3:16
  Speaker 3: Well.
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  Speaker 2: Hearing your name always brings a smile to my face
• 3:19
  Speaker 2: because you can't listen to one of Kelly's podcasts and
• 3:23
  Speaker 2: come away with a frown. You just feel so uplifted
• 3:27
  Speaker 2: and you hear the business development stories of pros that
• 3:30
  Speaker 2: are out there, of entrepreneurs that are out there, and
• 3:35
  Speaker 2: you know, look, it's tough in the trenches and it
• 3:38
  Speaker 2: can really bring you down. But if you're feeling down,
• 3:41
  Speaker 2: dial up one of Kelly's podcasts, and I suspect you'll
• 3:45
  Speaker 2: get a nice, big smile on your face. So, Kelly,
• 3:48
  Speaker 2: you're bringing a smile to my face. Tell the folks
• 3:50
  Speaker 2: a little bit about you know, we had you on
• 3:52
  Speaker 2: the show last year, so I would love to hear
• 3:55
  Speaker 2: what is new with the Catalyst Club and your podcast?
• 4:00
  Speaker 3: Oh my gosh, man, what isn't new? It's like it's
• 4:03
  Speaker 3: like every year.
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  Speaker 4: It was funny I did a show not that long ago,
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  Speaker 4: Tony talking about, you know, my three years of podcasting,
• 4:10
  Speaker 4: and if there's only, if there's only one thing that
• 4:12
  Speaker 4: has been consistent in my whole journey so far, it's
• 4:15
  Speaker 4: that everything is one hundred percent new one year later.
• 4:22
  Speaker 4: It's uh, it never ceases too amazing. I used to
• 4:24
  Speaker 4: get very frustrated with myself. I'm not sure if this
• 4:26
  Speaker 4: has happened to you, but I used to get very
• 4:28
  Speaker 4: frustrated with myself at my podcasting, specifically because I'd look
• 4:33
  Speaker 4: back at the first, say, one hundred episodes of the BDP,
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  Speaker 4: and I'd say, well, shit, I don't do it like
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  Speaker 4: that anymore, Like I don't teach those same lessons or
• 4:41
  Speaker 4: speak to them the same way.
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  Speaker 3: And I used to be like, well is that me?
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  Speaker 3: Am I failing?
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  Speaker 4: And I think I ran into a lot of challenges
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  Speaker 4: Tony thinking about the BDP, especially in the two hundreds
• 4:52
  Speaker 4: heading into the three hundreds, where I was really questioning, like,
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  Speaker 4: is it the same show?
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  Speaker 3: And the answer is no, it's not the same show.
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  Speaker 3: The show continues to evolve year over year.
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  Speaker 4: But I thought about it deeply, and the more I thought,
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  Speaker 4: I recognized that how could it be the same show?
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  Speaker 4: Because I am no longer the same person I was
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  Speaker 4: at the launch of the BDP. I've evolved, and so
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  Speaker 4: the show continues to evolve with me. So for my
• 5:19
  Speaker 4: podcasters out there who get down on themselves, who say,
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  Speaker 4: am I still as good as I was in the beginning,
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  Speaker 4: the answer is yes, It's just you are changing. And
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  Speaker 4: I think that's important, you know, for all of us
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  Speaker 4: to remember in our careers, whether it's our business development
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  Speaker 4: careers or entrepreneurship careers, our podcasting careers, every single year,
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  Speaker 4: you are evolving into a new and better version of yourself.
• 5:39
  Speaker 4: And there will be moments when you look back and
• 5:42
  Speaker 4: be like, holy crap, like this is a lot different.
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  Speaker 2: Yeah. Yeah, well it's definitely evolved. And I know you've
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  Speaker 2: had some big powerhouse speakers and guests on your show.
• 5:52
  Speaker 2: I think you had Jeffrey Moore, we did, if I
• 5:54
  Speaker 2: recall correctly, I mean that huge name, yeah in business development.
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  Speaker 2: We quote him in the Business develop Body of Knowledge.
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  Speaker 2: I mean really one of these big thinkers in business development.
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  Speaker 3: So I really a nice guy too. Yeah.
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  Speaker 2: So you know, I think it's the nature of the
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  Speaker 2: guests that you bring on that probably drives that evolution
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  Speaker 2: to really up your game each time and you consistently
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  Speaker 2: do that with your show. You're a motivator for me,
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  Speaker 2: you're a role model for me, you're a mentor, and
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  Speaker 2: I really appreciate everything that you've done. And you know,
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  Speaker 2: part of that is just what's you should see in
• 6:31
  Speaker 2: this show today too. I mean, it's evolved quite a bit.
• 6:34
  Speaker 2: And folks, again, if you're just listening in, we're talking
• 6:37
  Speaker 2: to Kelly Kennedy. He's the host of the Business Development
• 6:41
  Speaker 2: podcast and that's been around for over three years, and
• 6:44
  Speaker 2: he also launched a new podcast called I Used to
• 6:47
  Speaker 2: Work There. So Kelly, can you tell us a little
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  Speaker 2: bit about that podcast?
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  Speaker 4: Oh my gosh launch It will be launched probably by
• 6:53
  Speaker 4: the time this comes out. We're not quite there yet,
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  Speaker 4: but we have our first set of shows recorded. I'll
• 6:58
  Speaker 4: tell you the biggest challenge that I've had with Used
• 7:00
  Speaker 4: to Work There, Tony, it's getting the intro music right.
• 7:04
  Speaker 3: The things we obsess about.
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  Speaker 4: Oh my god, dude, we're like, we're like our fourth
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  Speaker 4: creative already trying to get the perfect intro and outro.
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  Speaker 4: But like for me, storytelling is so much about tone
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  Speaker 4: right and the intro music, as you know, really sets
• 7:19
  Speaker 4: the tones for your show and We've had some great
• 7:22
  Speaker 4: composures or composed compositions, let's call it. We've had some
• 7:26
  Speaker 4: great compositions, but none of them felt the show. And
• 7:29
  Speaker 4: so a show that should have been out two months ago,
• 7:31
  Speaker 4: we're still fighting over intro outro music. But I'm very
• 7:33
  Speaker 4: hopeful that the first episode will be live by the
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  Speaker 4: time this is out, at least, if not our second
• 7:39
  Speaker 4: or third. And it's super fun, Tony. This show is
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  Speaker 4: for fun I used to work. There is simply people
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  Speaker 4: sharing the stories that's stuck with them. We've all worked
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  Speaker 4: long careers, man, Like I'll tell you a story right now.
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  Speaker 4: There was a time when I had to go to
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  Speaker 4: a business development meeting twelve hours twelve hours from Oros.
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  Speaker 4: I probably should have fown there, but honestly, there was
• 8:00
  Speaker 4: like pretty much no airports in that part of Canada,
• 8:03
  Speaker 4: Saskatchewan where I was going, and so we drove ten
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  Speaker 4: It was like roughly ten hours eleven hours one way
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  Speaker 4: for this lunch. Tony and I just crossed the border
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  Speaker 4: into Saskatchewan. So, for those of you who aren't maybe
• 8:15
  Speaker 4: familiar with Canada, Canada's cut up into a whole bunch
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  Speaker 4: of different provinces, kind of like states.
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  Speaker 3: For my Americans. But you can just drive over the borders.
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  Speaker 3: They're not controlled.
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  Speaker 4: And so I'm I drove over the border. The sky
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  Speaker 4: goes black, the radio starts beeping. There's a friggin tornado, Tony,
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  Speaker 4: there's a tornado on the highway, and I don't know.
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  Speaker 4: I don't know whether to keep going or to stop. Like,
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  Speaker 4: I can't see anything. I can't see twenty feet in
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  Speaker 4: front of me. I can barely see the headlights of
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  Speaker 4: the vehicles in front of me. And I chose to
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  Speaker 4: keep going. But man, like I had no clue. I
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  Speaker 4: had no idea whether this tornado was on the highway
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  Speaker 4: right where I was. I knew it was right in
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  Speaker 4: the area. I just didn't know whether it was ahead
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  Speaker 4: of year behind me. But yeah, scary moments stuck with
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  Speaker 4: me forever.
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  Speaker 3: Wow, did you make the meeting? I did. I did
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  Speaker 3: make the meeting.
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  Speaker 4: It was not fruitful, But that's sometimes that's just the
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  Speaker 4: way it is. But that's what it's about, man, It's
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  Speaker 4: it's just about I want to hear people's stories, the good,
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  Speaker 4: the bad, the ugly, the unexplained, the scary, everything in between.
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  Speaker 4: We all have stories. We spend more than half of
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  Speaker 4: our lives at work. We all have stories from that
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  Speaker 4: time and I used to work. There is your opportunity
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  Speaker 4: to share those stories. So that's what we're working on.
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  Speaker 2: Yeah, well it sounds like a lot of fun. I
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  Speaker 2: can't wait to listen to the first episode. I'm going
• 9:34
  Speaker 2: to be really just tuning into that intro in outro
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  Speaker 2: music now you know, and then tell us a little
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  Speaker 2: bit how things are going with the.
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  Speaker 3: Catalyst Club too, Super super awesome.
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  Speaker 4: We are at eighty members in just a little under
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  Speaker 4: nine months, so it is growing rapidly.
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  Speaker 3: It's super super cool.
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  Speaker 4: And what we're actually seeing inside Catalyst Club is so
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  Speaker 4: many of these connections, and thing is the connections are
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  Speaker 4: mostly across North America. We even have members from Germany.
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  Speaker 4: But these connections are translating out into real relationships and
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  Speaker 4: real opportunities. And really that was what I hoped. I
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  Speaker 4: just wanted to bring a bunch of like minded leaders
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  Speaker 4: together and give them a place to share what's really
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  Speaker 4: going on, the hard, the truth, the authentic struggle that
• 10:21
  Speaker 4: is business development, entrepreneurship and leadership in a place where
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  Speaker 4: they're not going to be judged. Right, I think so
• 10:27
  Speaker 4: many of us as leaders, we spend so much of
• 10:28
  Speaker 4: our time trying to look like we have all of
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  Speaker 4: our shit together all the time, and I will be
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  Speaker 4: the first to tell you I do not have all
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  Speaker 4: my shit together all the time. And we needed a
• 10:37
  Speaker 4: place to be able to come together and be able
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  Speaker 4: to talk about those challenges and not just talk about
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  Speaker 4: those challenges, but be understood and be supported by people
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  Speaker 4: who actually understand it, which is other leaders. And yeah, man,
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  Speaker 4: I had no idea how much the demand for that
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  Speaker 4: was going to be, to have that safe space that
• 10:55
  Speaker 4: people could come to and learn and work with each
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  Speaker 4: other every week. But it's been quite the experience. I
• 11:00
  Speaker 4: always say, I might have built the room, but it's
• 11:02
  Speaker 4: the people who make it a community.
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  Speaker 2: Yeah, and folks, we're talking about the Catalyst club that
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  Speaker 2: Kelly runs and started nine months ago. And you know,
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  Speaker 2: I always tell people on the podcast, b D as
• 11:14
  Speaker 2: a team sport and we all work together to help
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  Speaker 2: each other succeed and survive in this very challenging industry
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  Speaker 2: and profession that we're in. And it's great that you
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  Speaker 2: have a cohort of eighty people, Kelly be D leaders,
• 11:29
  Speaker 2: entrepreneurs coming together learning from each other. You're probably learning
• 11:32
  Speaker 2: from them just as much as they're learning from you
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  Speaker 2: way more and you know, I bet you deals are
• 11:38
  Speaker 2: getting done. They're probably doing business with each other or
• 11:42
  Speaker 2: helping each other make intros into new opportunities. So really
• 11:47
  Speaker 2: excited to hear that you've had such great success with that. Now, Kelly,
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  Speaker 2: let's jump into the evolution of the business development profession.
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  Speaker 2: Things are changing fast. There are some things that are
• 12:00
  Speaker 2: changing so quickly it's hard to keep up with them,
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  Speaker 2: and then there are some things that will never probably
• 12:06
  Speaker 2: change in our profession. Let's start off with some of
• 12:10
  Speaker 2: the things that you're seeing. What's changing really fast.
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  Speaker 4: The way that we do our prospecting is changing rapidly,
• 12:17
  Speaker 4: which is fine and frankly way better anyway.
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  Speaker 3: If I look back at.
• 12:22
  Speaker 4: The beginning of my BD career, Tony, back in twenty twelve,
• 12:26
  Speaker 4: prospecting was done by driving around location to location dropping
• 12:30
  Speaker 4: business cards. You were very restricted, primarily by the area
• 12:34
  Speaker 4: that you worked in your locale, whether that was a
• 12:37
  Speaker 4: city or a town or something like that, because you
• 12:39
  Speaker 4: had to be able to get to an office in
• 12:41
  Speaker 4: order to drop a brochure, grab a business card, get
• 12:43
  Speaker 4: a connection. I'm sure you can make phone calls, but
• 12:46
  Speaker 4: you know, back then there's a lot of screening. It
• 12:47
  Speaker 4: wasn't as effective, and so we had to do things
• 12:51
  Speaker 4: the hard way. We didn't have CRMs when I first
• 12:53
  Speaker 4: got into this, and let's dating you a little bit,
• 12:55
  Speaker 4: but CRMs were brand new. It was just the wild West,
• 12:59
  Speaker 4: right If we look back at business development even fifteen
• 13:01
  Speaker 4: years ago, twenty years ago, it was the wild West.
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  Speaker 4: And so we've gotten we've gotten sophisticated, I think is
• 13:08
  Speaker 4: maybe the better way to put it. COVID forced us
• 13:11
  Speaker 4: all to become more sophisticated in the way that we
• 13:14
  Speaker 4: do business development. And it's funny because I actually do
• 13:18
  Speaker 4: almost no travel now in my business development world. Almost
• 13:22
  Speaker 4: everything we do is virtual. A lot of my client
• 13:24
  Speaker 4: work is virtual. Yes, we encourage face to face meetings
• 13:27
  Speaker 4: after the initial meetings, but a lot of my day
• 13:30
  Speaker 4: to day work in BD is done remotely and virtually.
• 13:33
  Speaker 4: There was a time when that would have been completely impossible.
• 13:37
  Speaker 4: And so if you just look at the way that
• 13:38
  Speaker 4: we can find almost anybody we need to connect with
• 13:41
  Speaker 4: on LinkedIn. LinkedIn has some of the best filter options
• 13:44
  Speaker 4: of anything I've ever seen. I always say it's our superpower.
• 13:47
  Speaker 4: If you are not using it, figure it out. It
• 13:50
  Speaker 4: will change everything for you. But we have just the
• 13:52
  Speaker 4: ability to not only utilize LinkedIn to find the right people,
• 13:56
  Speaker 4: but the CRMs to give us a weekly setup, you know,
• 14:00
  Speaker 4: a place where we can come to and say what
• 14:02
  Speaker 4: do I need to do this week and not feel flustered,
• 14:05
  Speaker 4: not feel like I don't know where to start or
• 14:06
  Speaker 4: I don't know what I have to do this week.
• 14:08
  Speaker 4: You can simply look at your CRM and say, well,
• 14:10
  Speaker 4: I have twenty or thirty contacts in the weekly contacted stage,
• 14:13
  Speaker 4: and this week I'm going to give them all a
• 14:14
  Speaker 4: phone call and I'm going to ask for what I want,
• 14:17
  Speaker 4: which is a meeting. And we have to just continue
• 14:19
  Speaker 4: to move things to where we want. But you know,
• 14:22
  Speaker 4: it's it's changing. You know, there's obviously tools like Surf
• 14:25
  Speaker 4: out there. You know, I'm a huge advocate of Surf.
• 14:28
  Speaker 4: I think Surf is a great program. I'm not affiliate
• 14:31
  Speaker 4: with them in any way. I just I like it
• 14:33
  Speaker 4: for finding contact details, emails, things like that just connects
• 14:36
  Speaker 4: to your LinkedIn. It streamlines a lot of your a
• 14:40
  Speaker 4: lot of your prospecting because you can just import that
• 14:42
  Speaker 4: contact right into whatever CRM you're using. So there are
• 14:45
  Speaker 4: tools that are really making our lives easier. But I
• 14:48
  Speaker 4: think the important thing that everybody listening to the show
• 14:51
  Speaker 4: has to remember, robots are never going to build the
• 14:55
  Speaker 4: connection for you.
• 14:56
  Speaker 3: There.
• 14:57
  Speaker 4: They might be able to get to a point where
• 14:58
  Speaker 4: they can, you know, line up everything up for you
• 15:00
  Speaker 4: on a silver platter, but we always are going to
• 15:04
  Speaker 4: need a human in the loop. That personal connection, that
• 15:07
  Speaker 4: authentic connection that only a human can provide, is still
• 15:11
  Speaker 4: the magic bullet to moving things forward in business development.
• 15:16
  Speaker 2: Absolutely, yeah, having that human connection is so critical, and
• 15:21
  Speaker 2: despite all of these massive advances in automation, business development
• 15:27
  Speaker 2: continues to skyrock as a profession. Since twenty twenty, I
• 15:31
  Speaker 2: think LinkedIn Jobs on the Rise report has listed business
• 15:36
  Speaker 2: development in the top twenty pretty much every year, I
• 15:39
  Speaker 2: think all years if I'm not mistaken, And again this
• 15:42
  Speaker 2: year in their January report, business development was listed number
• 15:47
  Speaker 2: sixteen on the list.
• 15:48
  Speaker 3: Wow.
• 15:48
  Speaker 2: And then there were business development adjacent roles like sales
• 15:52
  Speaker 2: and whatnot, but they listed specifically business development skills in
• 15:57
  Speaker 2: two or three other professions that were listed. You know,
• 16:01
  Speaker 2: we are just on a rocket ship when it comes
• 16:03
  Speaker 2: to our profession, and you know, you hear these people say, oh, well,
• 16:08
  Speaker 2: with artificial intelligence and automation, you won't need business developers anymore.
• 16:13
  Speaker 2: I say, you know, at the end of the day,
• 16:14
  Speaker 2: somebody wants to shake a hand, they want to look
• 16:16
  Speaker 2: you in the eye. Now, you know what's great is
• 16:19
  Speaker 2: we don't have to drive ten hours through a tornado
• 16:21
  Speaker 2: to go have a meeting anymore. We can do that virtually,
• 16:25
  Speaker 2: like you and I are talking about. You know, even now,
• 16:29
  Speaker 2: I don't think there's any business development in the world
• 16:31
  Speaker 2: that says I love entering data into CRM. And now
• 16:36
  Speaker 2: what we're getting there very quickly is we can have
• 16:39
  Speaker 2: conversations just like this. The notes are getting taken automatically,
• 16:44
  Speaker 2: the action items are getting called out automatically, the follow
• 16:49
  Speaker 2: on reminders of hey, you said this two weeks ago
• 16:52
  Speaker 2: in a meeting, and now the need to go into
• 16:56
  Speaker 2: CRM and update it is quickly disappearing. Now what you
• 16:59
  Speaker 2: always have we have some element of a CRM and
• 17:01
  Speaker 2: a database of all these activities and functions. Yes, absolutely,
• 17:06
  Speaker 2: but I think we're getting there very quickly with the
• 17:09
  Speaker 2: solutions that allow us to engage with our prospects and
• 17:12
  Speaker 2: our customers, and we don't have to waste a lot
• 17:16
  Speaker 2: of time on these low value tasks of data entry
• 17:19
  Speaker 2: and driving and whatnot. Yeah, so I'm really excited about
• 17:24
  Speaker 2: the future of where our profession is going.
• 17:28
  Speaker 4: I sorry, Tony, I don't mean to cut you off.
• 17:31
  Speaker 4: I think if you see the rise of business development,
• 17:34
  Speaker 4: it's because of the efficiency, right, It's because people are
• 17:38
  Speaker 4: finally recognizing, holy crap, these people utilizing these efficiency tools
• 17:42
  Speaker 4: can drive massive revenues for organization. So it doesn't really
• 17:46
  Speaker 4: matter how you feel about it. The reality is that
• 17:49
  Speaker 4: business development is exponential value to its cost every time.
• 17:54
  Speaker 2: It is and these tools are pushing us toward value,
• 17:58
  Speaker 2: real valuable engagement, right because on the opposite side of
• 18:02
  Speaker 2: the equation are all the defensive mechanisms. You know, the
• 18:05
  Speaker 2: call screening on these mobile phones are great. I did
• 18:11
  Speaker 2: a call this morning and it automatically asked me to
• 18:14
  Speaker 2: announce myself and then, you know, it was like this
• 18:18
  Speaker 2: virtual gatekeeper that I was having to try and work
• 18:21
  Speaker 2: my way through. And you know, that's okay because now
• 18:25
  Speaker 2: that forces us as business developers to have high quality
• 18:28
  Speaker 2: engagement and get a referral, have somebody make a warm
• 18:31
  Speaker 2: intro for you to that prospect. And I think that's
• 18:35
  Speaker 2: one of those elements that will never change is how
• 18:38
  Speaker 2: powerful referrals are. That human to human referral of you know, hey,
• 18:43
  Speaker 2: I trust this person. They did a great job for me.
• 18:46
  Speaker 2: I think you should really work with them. And I
• 18:49
  Speaker 2: don't think that'll ever go away. If anything, it's going
• 18:52
  Speaker 2: to continually magnify the importance of referrals. And as I've
• 18:55
  Speaker 2: always said on the show, that's ultimately what we do
• 18:58
  Speaker 2: as business developers. My job isn't go sell anyone. My
• 19:01
  Speaker 2: job is to save people, bring them in, help them out,
• 19:04
  Speaker 2: and have them love my product, my service, love me
• 19:07
  Speaker 2: so much that they're just telling everybody, all their colleagues,
• 19:10
  Speaker 2: family friends, hey you need to work with this guy.
• 19:13
  Speaker 2: And they're doing the quote unquote selling for me. They're
• 19:17
  Speaker 2: bringing the leads to me, these and highly qualified leads,
• 19:21
  Speaker 2: people ready to buy, right, Yeah, well, what better position
• 19:25
  Speaker 2: to be in and then just answering the phone and
• 19:27
  Speaker 2: taking orders.
• 19:28
  Speaker 4: I feel like we have to shout out Andrew Z.
• 19:30
  Speaker 4: Brown on this one.
• 19:32
  Speaker 2: That's right, your fellow Canadian and good friend of both
• 19:35
  Speaker 2: of ours, Andrew Z. Brown, See it worked. The man's
• 19:42
  Speaker 2: a genius. We're referring Andrew Z. Brown and how to
• 19:45
  Speaker 2: get referrals, get us folks listen to the podcast.
• 19:48
  Speaker 3: Actually, Kelly, it's funny.
• 19:49
  Speaker 2: We Andrew and I we recorded about four or five
• 19:53
  Speaker 2: episodes together that walk through his book in detail, but
• 19:56
  Speaker 2: just because I thought it was such a fantastic book,
• 19:58
  Speaker 2: and folks, you can listen to it on YouTube. But
• 20:01
  Speaker 2: you have a whole playlist on the YouTube channel for
• 20:04
  Speaker 2: the what is Business Development podcast where you can listen
• 20:06
  Speaker 2: to those episodes. Yeah, I mean, and this is the
• 20:10
  Speaker 2: great thing too, about I just want to say thank
• 20:13
  Speaker 2: you for everything that you've done, Kelly to really help
• 20:16
  Speaker 2: me personally. You really represent the true model of a
• 20:22
  Speaker 2: business developer. You know, I want to grow up and
• 20:26
  Speaker 2: be like you someday.
• 20:29
  Speaker 3: You know, you might pull your hair out.
• 20:34
  Speaker 2: Hey if I do all stuff, a big smile on
• 20:36
  Speaker 2: my face. So but yeah, you know, this is what
• 20:40
  Speaker 2: you've done for our community is just so powerful. Can
• 20:44
  Speaker 2: you just tell folks again, how can they follow you?
• 20:47
  Speaker 2: How can they get in touch with you? How can
• 20:49
  Speaker 2: they become a member of the Catalyst Club.
• 20:51
  Speaker 3: Yeah.
• 20:52
  Speaker 4: So you can find everything about me, my coaching, my training,
• 20:55
  Speaker 4: Catalyst Club information on Kelly Kennedyofficial dot com. That's www
• 21:01
  Speaker 4: dot Kelly kennedyofficial dot com and you know, I mean,
• 21:04
  Speaker 4: my teaching world, my community world, all lives there. And
• 21:08
  Speaker 4: then obviously with the Business Development Podcast, you can find
• 21:12
  Speaker 4: that anywhere that you find this podcast and other fine podcasts,
• 21:15
  Speaker 4: and then I used to work there. Like I said,
• 21:17
  Speaker 4: it'll be easily available everywhere, and very likely by the
• 21:21
  Speaker 4: time you're hearing this, you'll be able to hear our
• 21:22
  Speaker 4: first or second episode, and I think you'll quite enjoy it.
• 21:26
  Speaker 2: That's that's great, Kelly. I just again, I really appreciate
• 21:31
  Speaker 2: everything that you've done for our community. And I also
• 21:35
  Speaker 2: want to tell you that the Global Business Development Association
• 21:39
  Speaker 2: we're going to publish our first list of the top
• 21:48
  Speaker 2: podcasts that we think business developers should listen to and
• 21:54
  Speaker 2: follow and learn from, and we're gonna we're gonna reveal
• 21:59
  Speaker 2: number one here. Okay, that was my drum roll, folks.
• 22:07
  Speaker 2: That's the first time I've used one of these sound
• 22:10
  Speaker 2: effects on the podcast. See, Kelly, you're you're you're up
• 22:13
  Speaker 2: in my game here. Well, hey, Kelly Kennedy, Congratulations. The
• 22:17
  Speaker 2: Business Development Podcast is number one on our list and
• 22:22
  Speaker 2: it's well earned. You've done so much for our community,
• 22:25
  Speaker 2: and again we thank you for everything that you've done
• 22:28
  Speaker 2: and We can't wait to have you back on the
• 22:30
  Speaker 2: show again.
• 22:31
  Speaker 3: Kelly.
• 22:31
  Speaker 4: It's it's always an honor and a privilege, and it's
• 22:34
  Speaker 4: an honor and a privilege to serve this incredible community.
• 22:36
  Speaker 1: Thank you, Tony, Thank you for listening to the Business
• 22:42
  Speaker 1: Development Podcast. Join our free community of corporate partners and
• 22:47
  Speaker 1: business development professionals advancing the art, science, and ethics of
• 22:52
  Speaker 1: the business development profession at GBD Association dot org.