Latest / What is Business Development? / Episode 138 "Connect To Close" with Amy Reczek

Transcript

Episode 138 "Connect To Close" with Amy Reczek · What is Business Development?

• 0:03
  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
• 0:11
  Speaker 1: to boost your career and corporate growth.
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  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, let
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  Speaker 2: me ask you. Do you do everything you've been trained
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  Speaker 2: to do but still get ghosted or struggle to hit
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  Speaker 2: sales numbers you're aiming for? Or do you hear a
• 0:40
  Speaker 2: voice of doubt when you place cold calls or follow
• 0:43
  Speaker 2: ups telling you that you're bothering prospects? Do you feel
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  Speaker 2: like your nerves get the best of you and meetings
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  Speaker 2: of presentations? Why is that? Well, we're going to get
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  Speaker 2: to why that might be with our guest today. But
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  Speaker 2: before we introduce our fantastic guest author, I'd like to
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  Speaker 2: talk to you about another little fantastic book here, and
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  Speaker 2: it's called The Business Development Body of Knowledge. A lot
• 1:09
  Speaker 2: of you that listen to this show you know that
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  Speaker 2: this is the fundamental, universal guide for business developers around
• 1:17
  Speaker 2: the world to understand business development, the profession, the history,
• 1:21
  Speaker 2: the tactics, the operations, and the strategy. And once you
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  Speaker 2: master this book, you can then take your Business Development
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  Speaker 2: Professional Certification exam at our website. That's at GBD Association
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  Speaker 2: dot org. Now let's go to our book today that
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  Speaker 2: we'll talk about. And the book is called Connect to
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  Speaker 2: Close and Connect to Close is a book that's you know,
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  Speaker 2: it's really a timely book, and I think it's something
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  Speaker 2: that so many people really struggle with because most sales
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  Speaker 2: books they generally hit the mark or miss the mark.
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  Speaker 2: As I should say, they tell you to build relationships,
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  Speaker 2: but they don't teach you how to establish credibility and
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  Speaker 2: trust with your clients and folks. You know that chapter
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  Speaker 2: one of the Business Development Body of Knowledge, we get
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  Speaker 2: right into it. We start with that fundamental foundation all
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  Speaker 2: about trust. And you know, when you read a lot
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  Speaker 2: of sales books, they tell you to be confident, empathetic
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  Speaker 2: and engagement, but they don't actually teach you how to
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  Speaker 2: do that. Well, our guest author today, Amy bridges that
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  Speaker 2: gap with her Brew Method. That sounds pretty good. It's
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  Speaker 2: b r Ew and the Brew Method is a no
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  Speaker 2: nonsense framework that turns so called soft skills into tangible,
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  Speaker 2: repeatable actions that help you stand out and stand in
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  Speaker 2: your power. Now, let me tell you a little bit
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  Speaker 2: about our guest author. Amy works with management teams, into vials,
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  Speaker 2: and entire companies to help them level up their communication
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  Speaker 2: and increase sales. She's a very well respected sales executive
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  Speaker 2: and has a distinguished seventeen year career. She helps her
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  Speaker 2: clients forge solid relationships with strategic partners across all organizational
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  Speaker 2: levels to create lifelong customers. Amy's available for corporate training,
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  Speaker 2: speaking engagements, educational classes, networking events, and one on one coaching.
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  Speaker 2: But more importantly, Amy is available with us right now. Amy,
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  Speaker 2: welcome to the show.
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  Speaker 3: Thank you, Tony. I'm going to hire you now for
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  Speaker 3: my intro everywhere I go.
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  Speaker 2: That's great. Well, sure anytime, Amy. Do I have to
• 3:47
  Speaker 2: introduce your puppy as well? And when I do that?
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  Speaker 3: Oh yes, yeah. So Emerson lives on my lap. For
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  Speaker 3: those that are watching, you can meet Emerson. This is
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  Speaker 3: a little e He is the mask of our company.
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  Speaker 3: It was unofficial and now it's official because he has
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  Speaker 3: met pretty much every client virtually ever. So he's he's
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  Speaker 3: here rooting for everybody, just like we are. Yeah.
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  Speaker 2: Well, he looks great on camera, folks, if you're just
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  Speaker 2: listening to the podcast and not watching us on YouTube,
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  Speaker 2: This is officially the first puppy we've had on our
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  Speaker 2: podcast's and he's quite the professional, very well behaved and
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  Speaker 2: just just a hand for the camera there. So great
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  Speaker 2: to have that.
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  Speaker 3: Thank you, Amy.
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  Speaker 2: All Right, So, Amy, I always like i'd like to
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  Speaker 2: ask our guests when they joined the show, you know,
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  Speaker 2: how did you get into the business development profession and
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  Speaker 2: why did you write the book?
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  Speaker 3: Yeah? Boy, so way back in the day when I
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  Speaker 3: started it was it was the classic I needed a job,
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  Speaker 3: and then I quickly fell into it. That's a little
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  Speaker 3: different now. It's amazing to me that they offer biz
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  Speaker 3: dev and sales in car, which is phenomenal. Yes, we
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  Speaker 3: need more of that, but you know, I just I
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  Speaker 3: fell into it, and then six months in I was like, oh,
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  Speaker 3: I kind of like this, I can do this. This
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  Speaker 3: is communication, this is connection, this is the psychology of
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  Speaker 3: how we interact.
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  Speaker 2: Right.
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  Speaker 3: So, yeah, I did that for a long time, and
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  Speaker 3: then when I transferred over and started my company, I
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  Speaker 3: started the company because of what I was missing in
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  Speaker 3: my career. And you talked about that a little bit
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  Speaker 3: in your introduction of really that trust building. How do
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  Speaker 3: we build those relationships? Well, we're taught over and over
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  Speaker 3: We're preached to over and over again of you know,
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  Speaker 3: go out and make relationships, go to networking events, go
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  Speaker 3: to conferences, do the thing. But nobody actually tells us
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  Speaker 3: that that is a practice skill. Everybody assumes that that's
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  Speaker 3: something that you're just born with and have, especially if
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  Speaker 3: you were within business development. But that is not the case.
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  Speaker 3: And so really took the company into that mode. And
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  Speaker 3: then the book itself came out of the last seven
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  Speaker 3: years of this company diving in with corporations with teams
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  Speaker 3: of really, where are those struggles and taking those struggles,
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  Speaker 3: putting it into a methodology that people can build on
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  Speaker 3: their own to help them with their success. Wow.
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  Speaker 2: That's great, Amy, And I like how you talked about
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  Speaker 2: how you entered the business development profession, which is the
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  Speaker 2: same way a lot of folks in BD entering the profession.
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  Speaker 2: They didn't have any formal training, they didn't have academic training.
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  Speaker 2: And let's face it, there are not a lot of
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  Speaker 2: universities and colleges that provide a lot of sales training,
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  Speaker 2: let alone business development training. GBDA routinely looks at the
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  Speaker 2: list of colleges and universities that provide BD education and
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  Speaker 2: they're really only about a dozen right now, not that many.
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  Speaker 2: They're more in sales and a lot more in marketing.
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  Speaker 2: So it's great to have folks like you who entered
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  Speaker 2: the profession and feel like they have to contribute to
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  Speaker 2: the academics of our profession. And there's a lot of
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  Speaker 2: science behind it. And you start off with educating folks
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  Speaker 2: about how important trust is. And again, folks, we're talking
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  Speaker 2: about Amy's new book. It's called Connect to Close, How
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  Speaker 2: to Communicate with power, build momentum, and drive results. All right,
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  Speaker 2: so Amy, let's start off with tactic number one from
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  Speaker 2: your book that you would really like to emphasize to
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  Speaker 2: drive results.
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  Speaker 3: So if we're talking around things that people can take
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  Speaker 3: and say, Okay, this is why I need this book
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  Speaker 3: or I can do this. The first one is the
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  Speaker 3: methodology itself. So the methodology has four different parts. It's
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  Speaker 3: be the moment, raise your confidence because we also know
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  Speaker 3: that that's learned now, and practice your confidence. Engage, so
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  Speaker 3: how are you engaging for impact? And then what about
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  Speaker 3: all stuff? Right, I don't know about you and your audience,
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  Speaker 3: but I've never had a meeting that's gone one hundred
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  Speaker 3: percent perfect. There's always something that's gonna go on, So
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  Speaker 3: how are you preparing yourself for the unknown? A bit more?
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  Speaker 3: That's the methodology, So the taking that and saying, okay,
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  Speaker 3: how do I brew that for my own brew? And
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  Speaker 3: that's why we I am a lover of coffee. That's
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  Speaker 3: why we did that acronym that way. But really it's
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  Speaker 3: so you can design your own path, you know, and
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  Speaker 3: seeing and being around business development for so long and
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  Speaker 3: all of the books you had mentioned too of things
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  Speaker 3: that tell us all the things that we should be doing,
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  Speaker 3: but they don't tell us the how, right, And then
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  Speaker 3: the problem with that too is that the how is
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  Speaker 3: unique to you. So there may be some things that
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  Speaker 3: you take from one thing, but you're not landing with
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  Speaker 3: other things, or you maybe don't need it in this moment.
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  Speaker 3: That's what that methodology is for. So that would be
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  Speaker 3: the number one there is overall. That methodology is a
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  Speaker 3: framework for you to brew your own cup, however you
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  Speaker 3: want to brew it within the moment, whether that is
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  Speaker 3: your meetings, whether that's a conference, whether that's a really
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  Speaker 3: high stakes close, whatever that is taking the moment and
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  Speaker 3: going through that to make sure that you're solid all right.
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  Speaker 2: I always like the opportunity to brew some BD. And
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  Speaker 2: I also really keed in on what you just said
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  Speaker 2: about confidence and how confidence can be a learned skill.
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  Speaker 2: And I think a lot of folks probably struggle with
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  Speaker 2: that confidence piece. Can you talk a little bit about
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  Speaker 2: how that can be a learned skill for folks? How
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  Speaker 2: do you teach your clients to be more confident?
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  Speaker 3: Yeah, so I have a psych degree and I'm certified
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  Speaker 3: in nonverbal communication as well, and so that comes into
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  Speaker 3: play heavily when we're talking around confidence. When we see
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  Speaker 3: someone with quote unquote charisma or they have that it factor,
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  Speaker 3: we think that that's just part of who they are
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  Speaker 3: genetically and maybe right maybe they have a little bit
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  Speaker 3: more of that outgoing type of personality. And also, no,
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  Speaker 3: that is no one is born and they have charisma.
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  Speaker 3: That is a practiced, learned skill. And so when we're
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  Speaker 3: thinking about that, the way to start that is really
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  Speaker 3: within your own cues of your nonverbal communication. How are
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  Speaker 3: you showing up? Your confidence is going to show within
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  Speaker 3: how you're presenting before you ever speak. So if we're
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  Speaker 3: less confident, our shoulders are going to go down, our
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  Speaker 3: posture is not going to be great. Maybe we don't
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  Speaker 3: make enough as much eye contact, we're going to hide
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  Speaker 3: our hands interestingly enough. So those type of things are
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  Speaker 3: really going to cue people within our confidence level, and
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  Speaker 3: it's cueing us on a psychological level. So that's where
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  Speaker 3: to start. If you're going to take some of your
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  Speaker 3: power skills for nonverbal that would be number one year posture,
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  Speaker 3: making sure that that's up and open. There's a reason
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  Speaker 3: why I have this little power playgirl right behind me,
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  Speaker 3: the little statue that's your Superman Superwoman pose. It psychologically
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  Speaker 3: helps you be more confident. So if we can practice
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  Speaker 3: that before we ever walk into a room, that's your
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  Speaker 3: number one nugget on that practice, practice, practice. It sounds obvious,
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  Speaker 3: that does not mean it's easy. So that's where I
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  Speaker 3: would start with your confidence level.
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  Speaker 2: Yeah. I like what you say about confidence and charisma.
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  Speaker 2: These are learned skills and they can be learned. Some
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  Speaker 2: may have it picked it up earlier in life than others,
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  Speaker 2: but it's something that everybody can learn and something that
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  Speaker 2: everybody could probably refine over time. We all fall into
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  Speaker 2: bad habits over time, and we probably mirror what we
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  Speaker 2: also see. And I really like about how you emphasize
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  Speaker 2: the nonverbal communication. Those cues of how you have posture,
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  Speaker 2: how you position yourself, how you make eye contact. These
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  Speaker 2: are all non verbal cues that subconsciously the people we
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  Speaker 2: talk to pick up on, and these are things that
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  Speaker 2: we can consciously focus on. And it's so easy to
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  Speaker 2: get tripped up subconsciously and let ourselves just fall into
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  Speaker 2: physical manifestation that really isn't demonstrating any kind of confidence.
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  Speaker 2: So this is great, Okay, So we have the Brew,
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  Speaker 2: we have the concept of the Brew. We have some confidence.
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  Speaker 2: Now to move into key tactic or take away number
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  Speaker 2: two from your book, what do you have for us?
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  Speaker 3: So the tackling number two would be where's your growth mode?
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  Speaker 3: For one percent? Every single day. We're not reinventing the wheel.
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  Speaker 3: Everyone who is doing what they do today are the
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  Speaker 3: experts in the room, the people who are the educators,
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  Speaker 3: the trainers, the consultants live in your world as you do.
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  Speaker 3: So you making sure that you're taking these things that
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  Speaker 3: you can plug and play into your world and grow
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  Speaker 3: by one percent. So we're not changing the whole thing.
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  Speaker 3: We're just lifting. So we're lifting, we're tweaking, we're being
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  Speaker 3: more present all of those things that go into that
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  Speaker 3: one percent. So thinking every day every week, Hey, where's
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  Speaker 3: my one percent lift of this week? What are we doing?
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  Speaker 3: How am I practicing? Did I practice out loud? Maybe
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  Speaker 3: that's one you haven't done for a long time, or
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  Speaker 3: if ever, those are those things that we want to
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  Speaker 3: do to really lift and get better.
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  Speaker 2: So many people think that they have to do so
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  Speaker 2: much all at once, and it really is these incremental changes,
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  Speaker 2: first of all, that are achievable. Because so many folks
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  Speaker 2: think they have to make this big change and then
• 13:51
  Speaker 2: they realize in a very short period of chine they
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  Speaker 2: haven't made it, they haven't accomplished whatever that big goal was.
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  Speaker 2: But it really comes down to persistently pursuing these one
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  Speaker 2: percent incremental gains every day, every week, and those start
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  Speaker 2: to compound, they add up over time, and they can
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  Speaker 2: be really powerful. And I think it's not just how
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  Speaker 2: we present ourselves, it's also in our pipeline, the relationships
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  Speaker 2: where we're building. Are we getting one percent more each day?
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  Speaker 2: And that's a more achievable metric that allows us to
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  Speaker 2: continue driving forward as opposed to trying to accomplish some big,
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  Speaker 2: substantial gain all at once. And so when you're talking
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  Speaker 2: about the one percent, is there something that you're training
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  Speaker 2: your students in. Is there some sort of chart or
• 14:43
  Speaker 2: something where they're documenting their progress so that they can
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  Speaker 2: see these gains, whether they're quantitative or qualitative.
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  Speaker 3: Yeah, So we break it out into every step of
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  Speaker 3: the process. So if you go from prospecting to a
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  Speaker 3: networking event, to outreach, to meet, to follow up, right,
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  Speaker 3: all of the steps within a cycle of that relationship building,
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  Speaker 3: then we're going to put that one percent through that
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  Speaker 3: entire program. So where are you So this goes back
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  Speaker 3: to your own brew method. Maybe you're a rock start prospecting,
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  Speaker 3: You're like, I am locked in there, but you know
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  Speaker 3: where I really need help are my meetings. My meetings
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  Speaker 3: seem to fall a little bit flat. Okay, so let's
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  Speaker 3: move over there, and then let's talk about your one
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  Speaker 3: percent lift. It probably should be your open. We're going
• 15:28
  Speaker 3: to start with your open. You either gain people or
• 15:32
  Speaker 3: you lose people within that first two minutes. So how
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  Speaker 3: are we presenting that? What is that tactic? So we
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  Speaker 3: have all of those things built in within within those processes.
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  Speaker 3: The other thing that came up for me when you
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  Speaker 3: were talking was this mindset shift. A lot of this
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  Speaker 3: is mindset first, but this mindset shift of really focusing
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  Speaker 3: on your habits in your day to day one percent.
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  Speaker 3: When we get super heavy and it's big and it
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  Speaker 3: kind of overtakes us and we're life, I don't even
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  Speaker 3: know how to achieve this. We're looking and we're stuck
• 16:04
  Speaker 3: at the result or the goal. So your goal that
• 16:08
  Speaker 3: you have, which is always going to be a dollar,
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  Speaker 3: but it's also going to be a number of maybe
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  Speaker 3: X amount of clients or x amount of outreach, whatever
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  Speaker 3: that is, that is your result of your one percent
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  Speaker 3: lift every day. So that hopefully then in that mindset shift,
• 16:24
  Speaker 3: makes that more doable in your day today instead of like,
• 16:28
  Speaker 3: oh my gosh, this is a huge number I got
• 16:30
  Speaker 3: to hit or in behind already in my quota whatever
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  Speaker 3: that is, taking that and saying that's the result, and
• 16:36
  Speaker 3: I got to focus over here on my day to day.
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  Speaker 2: So you're saying, focus on those things that you definitely
• 16:44
  Speaker 2: need to make changes too, so you could hit your
• 16:46
  Speaker 2: overall goal and find out where your weakest and then
• 16:50
  Speaker 2: focus on how am I going to achieve one percent
• 16:54
  Speaker 2: improvements in that weakness so that I can achieve my
• 16:57
  Speaker 2: overall goal. And you're documenting that unotatively probably looking at
• 17:01
  Speaker 2: your KPIs your key performance indicators, and watching those metrics
• 17:06
  Speaker 2: to see if you're really hitting those one percent gains. Okay, great, well,
• 17:09
  Speaker 2: let's roll right into tactic number three.
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  Speaker 3: This may be my favorite one just due to my
• 17:16
  Speaker 3: backstory on this. So number three is going to be
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  Speaker 3: your micro moments. Be a lot more present in the
• 17:23
  Speaker 3: micro moments of your life. We can start this in
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  Speaker 3: your day to day that has nothing to do with business.
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  Speaker 3: So when you go grab your coffee at your favorite barista,
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  Speaker 3: look around at the micro moments that are happening. Are
• 17:35
  Speaker 3: you engaging with the person that's behind the counter. Did
• 17:39
  Speaker 3: you say good morning? If you're walking by somebody, if
• 17:43
  Speaker 3: you're on a walk, are you saying good afternoon? How
• 17:45
  Speaker 3: are you today? How are you showing up in those
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  Speaker 3: micro moments to really have a bigger effect, And it's
• 17:53
  Speaker 3: an intentional presence instead of we all have I'm going
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  Speaker 3: to show our phone, we all have these little nifty
• 17:59
  Speaker 3: divices that are just killing us in communication. Put it
• 18:04
  Speaker 3: away and see how uncomfortable you get, and see if
• 18:07
  Speaker 3: you can have that engagement more and create those those
• 18:11
  Speaker 3: micro moments within your day today.
• 18:14
  Speaker 2: So you talk about the micro moments in everyday situations.
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  Speaker 2: How do you leverage that in business development when you're
• 18:23
  Speaker 2: actually in a meeting, you're talking to a prospect, you're
• 18:26
  Speaker 2: talking to an existing client. How do you emphasize those
• 18:32
  Speaker 2: micro moments.
• 18:33
  Speaker 3: You stop winging it? Number one, So last week I
• 18:37
  Speaker 3: had a great this is phenomenal. I had somebody on
• 18:39
  Speaker 3: a team say to me because we were talking about
• 18:42
  Speaker 3: like networking or getting getting together clients, and I said, well,
• 18:45
  Speaker 3: what do you do today? And she said, well, I
• 18:46
  Speaker 3: kind of wing it with minimal awkwardness. It was like, yes,
• 18:52
  Speaker 3: that's amazing, and we're not going to do that anymore.
• 18:56
  Speaker 3: And all of us, one hundred percent of all of
• 18:58
  Speaker 3: us have we're good wingers, right Like if we if
• 19:01
  Speaker 3: we're in this business development and we kind of get
• 19:03
  Speaker 3: in the trenches and we kind of get in that
• 19:05
  Speaker 3: mundane and we're gonna start winging it like, oh this
• 19:07
  Speaker 3: is old hat, I know this client already. Do you
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  Speaker 3: do you though? Would be my question? Prepare way more
• 19:15
  Speaker 3: than you do, right because everyone has life events, everyone
• 19:19
  Speaker 3: has seasons, including your client, including the business that they
• 19:23
  Speaker 3: work for or own. Really start recognizing these moments in
• 19:28
  Speaker 3: time that are actually happening a micro moment could be
• 19:32
  Speaker 3: something that's universal. So we're talking right off of the
• 19:35
  Speaker 3: nixt win from New York, right, that is something that
• 19:38
  Speaker 3: has lifted up. It seems like the whole nation. If
• 19:41
  Speaker 3: I'm talking to somebody out east and be like, all right,
• 19:43
  Speaker 3: tell me we glued. We glued to the TV. Right.
• 19:46
  Speaker 3: These are micro moments that we can bring in instead
• 19:49
  Speaker 3: of oh, hey, so I know that I saw you
• 19:51
  Speaker 3: in Q one. A couple months have gone by, So
• 19:54
  Speaker 3: how are things going. That's winging it, that's being unintentional,
• 19:58
  Speaker 3: that's not being present. So a couple ways that we
• 20:02
  Speaker 3: can do that is again life events, world events, right,
• 20:04
  Speaker 3: we can pull that in when there's some really good
• 20:07
  Speaker 3: energy around those, but actually starting to recognize how we
• 20:11
  Speaker 3: are communicating within our verbal nonverbal too, but in our verbal.
• 20:15
  Speaker 3: If you were asking the same questions you asked for
• 20:18
  Speaker 3: the last year, we need to start changing those up.
• 20:23
  Speaker 3: If you are coming in and starting meetings the exact
• 20:25
  Speaker 3: same way you've always started them from the beginning of time,
• 20:28
  Speaker 3: let's talk about how you can be more present and
• 20:30
  Speaker 3: change those up. Those things are micro moments. People will
• 20:35
  Speaker 3: respond to that. How you say hello to someone, If
• 20:38
  Speaker 3: you say hey, Tony's great to see you, or Tony,
• 20:43
  Speaker 3: I haven't seen you for a couple of months. How
• 20:44
  Speaker 3: have you been micro moment. We need to be authentic, right,
• 20:49
  Speaker 3: but we need to be a lot more present within that.
• 20:53
  Speaker 2: Well, it seems like we've only been talking for a
• 20:55
  Speaker 2: micro moment. Amy, I can talk to you for hours
• 20:58
  Speaker 2: about your new book, and folks, again, the name of
• 21:02
  Speaker 2: Amy's book is Connect to Clothes, How to communicate with power,
• 21:07
  Speaker 2: build momentum, and drive results. And so I'll just kind
• 21:11
  Speaker 2: of summarize those top three takeaways. First of all, it's
• 21:14
  Speaker 2: the Brew formula, and what we talked about in that
• 21:18
  Speaker 2: Brew formula is showing up with confidence and the different
• 21:22
  Speaker 2: ways that you can train yourself to be confident. And
• 21:26
  Speaker 2: then the next thing we talked about was the one percent.
• 21:30
  Speaker 2: How are we getting one percent better every day every week?
• 21:34
  Speaker 2: How are we tracking those in our key performance indicators,
• 21:37
  Speaker 2: whether it's a quantitative assessment or a qualitative assessment, always
• 21:42
  Speaker 2: driving for that one percent better in everything that we do.
• 21:45
  Speaker 2: And then finally showing up for those micromonents. And to
• 21:49
  Speaker 2: be able to create that space for micro moments, you
• 21:52
  Speaker 2: have to prepare. So we always used to say in
• 21:55
  Speaker 2: the military. Proper planning prevents poor performance and when you do,
• 22:00
  Speaker 2: it frees up the space to really be keyed in,
• 22:03
  Speaker 2: engaged to the discussion, and be authentic when we engage
• 22:07
  Speaker 2: with our prospects and clients. And Amy, I think this
• 22:12
  Speaker 2: has been so wonderful and it's been very engaging. You're fantastic.
• 22:18
  Speaker 2: It's wonderful to have your puppy join us on the
• 22:21
  Speaker 2: podcast today. That was so fun. And folks, again, the
• 22:26
  Speaker 2: book is called Connect to Close, How to Communicate with power,
• 22:29
  Speaker 2: build momentum and drive results. Amy, tell us a little
• 22:32
  Speaker 2: bit about how folks can connect with you. Where can
• 22:35
  Speaker 2: they get your book and how can they follow your work?
• 22:39
  Speaker 3: Yeah, thanks for that. Then get the book on Amazon
• 22:42
  Speaker 3: so you can just type in connect to clothes or
• 22:45
  Speaker 3: my name. Please follow me on LinkedIn, message me on LinkedIn.
• 22:49
  Speaker 3: I'm there a lot, and then you can also email
• 22:51
  Speaker 3: me at Amy at Salesanpresence dot com. We'd love to
• 22:54
  Speaker 3: have a conversation all.
• 22:56
  Speaker 2: Right, Amy, thank you so much for this conversation. Can't
• 22:59
  Speaker 2: wait to have you back on the show again sometime
• 23:01
  Speaker 2: in the future. And thank you for everything you've done
• 23:04
  Speaker 2: for the business development profession.
• 23:06
  Speaker 1: Thanks Tony, thank you for listening to the Business Development Podcast.
• 23:15
  Speaker 1: Join our free community of corporate partners and business development
• 23:19
  Speaker 1: professionals advancing the art, science, and ethics of the business
• 23:24
  Speaker 1: development profession at Gbdassociation dot org.