Bernie Brenner

I’m a Business Development guy at heart. Those who know me know that the more impossible and improbable the deal is to get, the more energetic I get. I’ve been told “there is no way you will ever get this deal” multiple times by the decision-makers at Fortune 100 companies and in every case, we are signing an agreement within 3 months of hearing those words. In reality, what I hear is “convince me” and “I’m going to make you work for this one!” but I NEVER hear “no way.” In my Business Development world, there’s always a way.

Business Development is nothing like sales and if you think it is and structure your department like it is, forecast revenue like it is, or manage your partners like it is, then you’re not generating results anywhere near what you should from your company’s efforts. Understanding the difference and modifying your department to embrace business development is the difference between stagnation and accelerated annual growth. It’s the difference between getting a hig