Most consultants say they’re “too busy doing the work” — as if that’s a badge of honor. But here’s the uncomfortable truth: you never stop to ask “are we still doing the right work?” In this episode, John and Mark break down the concept of the engagement meeting; a deliberate, structured conversation designed not to move a project forward, but to make sure everyone is aligned with its direction. It’s where you zoom out, recalibrate priorities, and turn reactive “fire drills” into proac...
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Most consultants say they’re “too busy doing the work” — as if that’s a badge of honor. But here’s the uncomfortable truth: you never stop to ask “are we still doing the right work?” In this episode, John and Mark break down the concept of the engagement meeting; a deliberate, structured conversation designed not to move a project forward, but to make sure everyone is aligned with its direction. It’s where you zoom out, recalibrate priorities, and turn reactive “fire drills” into proac...
The Psychology of Familiarity: Building Trust with Mere Exposure
Breaking BizDev
35 minutes
4 months ago
The Psychology of Familiarity: Building Trust with Mere Exposure
*Trust* is what wins new business in professional services...but your ideal clients can't trust you if they don't *like* you, and they can't like you if they don't *know* about you. On this episode of Breaking BizDev, John and Mark break down "the mere exposure effect," also referred to as the "familiarity bias" and how firms and experts can take advantage of this cognitive bias and leverage psychology in their business development strategies. This episode also features guest voi...
Breaking BizDev
Most consultants say they’re “too busy doing the work” — as if that’s a badge of honor. But here’s the uncomfortable truth: you never stop to ask “are we still doing the right work?” In this episode, John and Mark break down the concept of the engagement meeting; a deliberate, structured conversation designed not to move a project forward, but to make sure everyone is aligned with its direction. It’s where you zoom out, recalibrate priorities, and turn reactive “fire drills” into proac...
