By Sydney Mabalayo, Strategy and Business Development Director: SPM
Business development at SPM isn’t about quick wins or ticking boxes. It’s about understanding our clients, building trust, and creating lasting opportunities. It’s about thinking ahead, making connections that matter, and turning insights into action. The following ten principles are a guide for the BD team—practical, grounded, and focused on helping us grow in the right way.
- Know Your Market Inside and Out
Understanding the industries we serve—the trends, challenges, competitors, and opportunities—is essential. The more we know, the better we can position SPM as the partner clients rely on. - Build Relationships, Not Just Leads
Deals come and go; relationships endure. Focus on connecting with clients, partners, and stakeholders on a human level. Ask questions, listen carefully, and remember: today’s conversation could be tomorrow’s long-term partnership. - Align Every Effort with Company Strategy
Every outreach, proposal, or pitch should reflect SPM’s bigger goals. Business development is not a solo sprint—it’s a team effort that moves the company forward. - Listen More Than You Speak
The best insights come from listening. Understanding a client’s real challenges—not just what they say they want—allows us to offer solutions that genuinely make a difference. - Let Data Guide Your Actions
Track leads, conversions, deal sizes, and market activity. Numbers aren’t the whole story, but they reveal patterns and opportunities that intuition alone can miss. - Collaborate Across Teams
BD doesn’t happen in isolation. Work closely with marketing, operations, and product teams to create proposals that are practical, compelling, and tailored to client needs. - Be Proactive, Not Reactive
Don’t wait for opportunities to knock—go find them. Anticipate client challenges, nurture relationships ahead of time, and position SPM as the partner who sees what others don’t. - Master the Art of Storytelling
People connect with stories, not slides. Share SPM’s successes, lessons, and solutions in ways that make clients feel understood, inspired, and confident in our expertise. - Act with Integrity and Professionalism
Trust is earned, not given. Keep promises, communicate clearly, and always act ethically. Reputation matters more than any single deal. - Commit to Continuous Learning
Markets change, technologies evolve, and client expectations grow. Stay curious, invest in learning, and refine your approach—yesterday’s wins aren’t enough for tomorrow’s opportunities.
Business development at SPM is a mindset, not a checklist. By following these principles, the BD team can consistently create value, strengthen relationships, and help SPM grow sustainably while staying true to its core values.