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Breaking BizDev

Breaking BizDev

By: John Tyreman & Mark Wainwright
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What does "business development" mean, anyways?

On Breaking BizDev, John Tyreman and Mark Wainwright break down, beat up, and redefine that nebulous term 'business development' for the modern professional services firm.

Subscribe to this podcast to get sales and marketing advice that you can actually put into practice right away. Whether you're an expert doer-seller, firm owner, or a dedicated sales/marketing pro, each episode will help you understand your buyers and win new business.

Subscribe today and connect with us on LinkedIn.

© 2025 Breaking BizDev
Economics
Episodes
  • Selling or Serving: Is Your Firm Truly Client-Centric?
    Jul 7 2025

    Professional Services. It's in the name. If you're in professional services, you're in the business of SERVING clients.

    On this episode of Breaking BizDev, John and Mark take a look at the transformative power of adopting a client-centric mindset in marketing and sales activities. Listen to this episode and you'll hear:

    • From selling to serving—an overview of the core mindset shift
    • Where firms get it wrong
    • What a client success mindset looks like in practice
    • How to build the culture that supports it
    • What this unlocks for firm growth

    Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/
    Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/

    www.breakingbizdev.com

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    37 mins
  • The Psychology of Familiarity: Building Trust with Mere Exposure
    Jun 23 2025

    *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 voices from Ryan Paul Gibson, founder of Content Lift, and Melina Palmer, CEO and host of The Brainy Business.

    Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/
    Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/

    www.breakingbizdev.com

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    36 mins
  • Monthly Recurring Revenue: Predictability for You AND Your Clients
    Jun 9 2025

    Say goodbye to feast and famine. In this episode of Breaking BizDev, John Tyreman and Mark Wainwright tackle the elusive concept of monthly recurring revenue (MRR) for professional services firms.

    Tired of the roller coaster of income highs and lows? We unpack why MRR isn't just for SaaS companies and how your firm can apply it to smooth out those wild fluctuations in revenue. Along the way, we discuss the sneaky benefits for both you and your clients, and provide some realistic, not-so-pie-in-the-sky ways to get started. In this episode, you'll learn:

    • Why MRR models make sense in professional services
    • How does a MRR model work in professional services?
    • Why you should avoid the 'Big Number'
    • Why does a fixed monthly fee feel unnatural for consultants?
    • One small step toward taking action today

    Connect with Mark on LinkedIn: https://www.linkedin.com/in/markhwainwright/
    Connect with John on LinkedIn: https://www.linkedin.com/in/johntyreman/

    www.breakingbizdev.com

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    36 mins
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