Aug 20, 2026 · 27 min · 10 segments
Listen back to highlights from the first season of OnBD with ALF, hosted by Amanda Rosevear, General Manager of ALF Insight. Featured topics and guests include BD100’s Jody Osman who tells us what he…
Amanda RosevearHostI'd usually find it's a combination of curiosity and tenacity.
I think there's sort of a general interest that goes beyond just spotting opportunities.
It's really sort of digging deeper and uncovering the different challenges, different ways to approach them, find different solutions, find different ways to sort of build relationships.
I guess at the same time, the thing that sometimes gets missed, particularly business development professionals often say, You're having to be quite scrappy, particularly if you're in a smaller agency.
I mean, it's vastly different between an independent and a network.
But I think what you've seen is where it really stands out is getting that process in place as well.
So you're sort of looking for the opportunities, but you've got to really have that process in place to manage, qualify opportunities and get sort of your teams winning consistently.
I guess finding those sort of marginal gains.
And I guess sort of also just tenacity, I think really is just being able to stick with it.
I mean, often to actually win business could take a long time, you know, long, long lead cycles involved.
And often there's not a lot of measures you can, you can track all the different percentages and pipeline stages, but until you actually win the business, anyone outside of new business doesn't really understand what your success is.
It looks like, or what the work is you're achieving and, So it's only really when you can actually announce a win that people say, oh, that's what you've been doing for the last however many months.
So I think it's just having that tenacity to stick with it and, you know, take any of the sort of rejections along the way, you know, take the sort of long game and just stick with it.
But also whilst you're playing that long game, keep sort of the motivation high and the sort of the ability to seize the opportunity as you go along.
So if you want to hear their insights, then head back through our episodes and take a listen to our quickfire question section.
I'd usually find it's a combination of curiosity and tenacity.
I think there's sort of a general interest that goes beyond just spotting opportunities.
It's really sort of digging deeper and uncovering the different challenges, different ways to approach them, find different solutions, find different ways to sort of build relationships.
I guess at the same time, the thing that sometimes gets missed, particularly business development professionals often say, You're having to be quite scrappy, particularly if you're in a smaller agency.
I mean, it's vastly different between an independent and a network.
But I think what you've seen is where it really stands out is getting that process in place as well.
So you're sort of looking for the opportunities, but you've got to really have that process in place to manage, qualify opportunities and get sort of your teams winning consistently.
I guess finding those sort of marginal gains.
And I guess sort of also just tenacity, I think really is just being able to stick with it.
I mean, often to actually win business could take a long time, you know, long, long lead cycles involved.
And often there's not a lot of measures you can, you can track all the different percentages and pipeline stages, but until you actually win the business, anyone outside of new business doesn't really understand what your success is.
It looks like, or what the work is you're achieving and, So it's only really when you can actually announce a win that people say, oh, that's what you've been doing for the last however many months.
So I think it's just having that tenacity to stick with it and, you know, take any of the sort of rejections along the way, you know, take the sort of long game and just stick with it.
But also whilst you're playing that long game, keep sort of the motivation high and the sort of the ability to seize the opportunity as you go along.
So if you want to hear their insights, then head back through our episodes and take a listen to our quickfire question section.
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