I was recently re-reading this article that our very own Marketing Director Rachael Higginbotham wrote on building a business development culture and decided it is a story worth re-telling in song form. Enjoy!
Track 1: Set Expectations
The Song: “Whataya Want from Me” by Adam Lambert
Standout Lyric:
Hey, slow it down
What do you want from me
What do you want from me
Yeah, I’m afraid
What do you want from me
What do you want from me
How it Relates: If you’re trying to change behavior, it is critical to communicate to your team members what exactly they are expected to do. The more specific you can make these expectations (in terms of participation, activities and results), the better. Improving focus on business development cannot happen without clear communication that everyone is responsible for helping the firm grow.
Track 2: Provide Training, Tools & Processes for Success
The Song: “I Can See Clearly Now” by Johnny Nash
Standout Lyric:
I can see clearly now, the rain is gone,
I can see all obstacles in my way
Gone are the dark clouds that had me blind
It’s gonna be a bright (bright), bright (bright)
Sun-Shiny day.
How it Relates: Communicating expectations is only the first step. Once your people know what they need to do, you must show them how to do it. This comes in the form of business development training, defined processes, and technology tools that support these processes.
By removing the obstacles (such as, not having the knowledge or skills needed for business development), your team members will be able to clearly see how they can meet (or exceed) their business development goals and expectations.
Track 3: Establish Accountability
The Song: “Man in the Mirror” by Michael Jackson
Standout Lyric:
I’m starting with the man in the mirror
I’m asking him to change his ways
And no message could have been any clearer
If you want to make the world a better place
Take a look at yourself, and then make a change
How it Relates: Am I just looking for a reason to use my favorite MJ song? Perhaps. But here’s my explanation anyway:
Behavior truly changes only when there is the aspect of accountability, either in the form of a carrot or a stick. While this song maybe more focused on personal accountability and action, firms can hold their team members accountable through performance reviews, sales and business development incentives, and leadership opportunities.
Track 4: Is the Cultural Needle Moving?
The Song: “Got My Mind Set On You” by George Harrison
Standout Lyric:
It’s gonna take time
A whole lot of precious time
It’s gonna take patience and time
To do it, to do it, to do it, to do it, to do it
To do it right child
How it Relates: BE PATIENT! Culture change takes time—a whole lot of precious time—and consistent efforts. You won’t see results overnight, but don’t give up! Persistence is key.
BONUS TRACK!
The Song: “Nothing’s Gonna Stop Us Now” by Starship
Standout Lyric:
And we can build this dream together
Standing strong forever
Nothing’s gonna stop us now
How it Relates: By setting expectations, providing tools and training to ensure focus and consistency, holding people accountable, and having a bit of patience, nothing can stop your firm from achieving its growth goals!
POUNCE 
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