The Introvert's Guide to Business Development!
Written by Jonny Baber on
After a few days away recently, my battery has been recharged (at least as much as it can be with a family week away at half-term!) and I’m looking forward to getting stuck into some client-side work over the next few months.
That time away was also an opportunity to reflect on what has been nearly 2 years as Change Delivery Director at ChangeMaker Associates Ltd – a role that has required a healthy dose of business development activity recently, which is not something that comes easily to a natural introvert.
That said, I do sometimes get frustrated with the binary way the Introvert v Extrovert behavioural trait is often represented in the business world (and wider life in general). Yes – I tend to focus on inner thoughts and feelings rather than on external stimuli, and I certainly gain most of my energy from quiet reflection, but that doesn’t mean I don’t enjoy many of the things an extrovert enjoys – just in a different way (and perhaps less often).
I also know from personal experience that introverts can make great leaders in the right kind of organisation, and one line I read recently in an article that explored this topic talked to the “power in silence”. Since introverts often take time to contribute to a discussion, when they eventually talk, their speech is so powerful that it impacts significantly on people, and this affords them a positive perception. I have seen this in action with some of the most effective leaders I have worked with over the course of my career.
So how does all this play back into the world of business development.
I regularly need to remind myself that introversion isn't about shyness or social avoidance - it's about depth, focus, and the ability to think deeply and reflect. Introverts are great listeners, skilled problem-solvers, and often the ones who think critically before acting. As my changemaker colleague and wise old sage Dave Seddon regularly reminds me – the best approach to Business Development isn’t about driving "sales", it’s about listening and understanding potential client problems, and the work will eventually flow from those conversations.
At changemaker, we can support the complete change journey from initial design through to delivery - all with a strong focus on the critical and regularly overlooked human behavioural aspects of change, so get in touch with us if you need a good set of introvert ears to help guide you
