Asking an existing client for a price increase is one of the most stressful, sweat-inducing conversations a consultant can have, often catching the client off guard and triggering defensive reactions. So instead of presenting a take-it-or-leave-it ultimatum, professionals must treat these fee increases with the exact same rigor and discovery process as a brand-new sales opportunity.

In this episode of Breaking BizDev, John and Mark explore how to gracefully manage scope creep, handle inflation, and structure your requests so that both the client and consultant walk away happy. In this episode, you'll learn:

• Why presenting a single-number price increase feels like an ultimatum and damages trust.
• How to treat expanding scopes and fee adjustments as a fresh discovery opportunity.
• The exact 3-option structure (Low, Middle, High) to confidently present your new pricing.
• How to use a "High Option" to set boundaries and reveal the true cost of unconstrained scope creep.
• Why you must periodically audit your existing engagements to realign with what your client values now.

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Stop sending your sales proposals as PDF email attachments and crossing your fingers for a "yes."

For doer-sellers and sales/marketing professionals in the B2B services world, the quest for the "perfect" proposal template is a distraction. Instead of relying on a document filled with firm resumes and boilerplate text, winning new business requires an obsessive focus on the client's needs, starting long before a document is ever drafted.

In this episode of Breaking BizDev, John and Mark break down why the best proposals are synchronous conversations, how different roles in your firm contribute to success, and the core ingredients needed to close the deal. In this episode you'll learn...

• Why you must present proposals as live, synchronous conversations
• How to use the "highlighter test" to keep your focus on the client
• The distinct roles your delivery, marketing, and proposal teams play
• Why firm resumes and case studies belong buried deep in the appendix
• How a great Statement of Understanding sets up 3-option pricing

CHAPTERS
00:00 Welcome
02:37 Lessons From Two Bobs
04:45 Proposal Starts Upstream
09:01 Perfect Proposal by Role
19:54 Core Proposal Ingredients
28:41 Client Focus and Wrap Up

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Burnout in business development isn't a personal failure—it’s a system failure. Nowhere is this more obvious than with "doer-sellers;" technical experts who are expected to act as an entire business unit on top of delivering their actual client work.

In this episode of Breaking BizDev, John Tyreman and Mark Wainwright break down the root causes of burnout in sales and marketing, and share actionable ways firm leaders can reignite their exhausted teams. In this episode, you'll hear:

• Why burnout happens in the first place
• The pressures placed on doer-sellers
• The inflection point between burnout and personal growth
• The key role of moderators like coaches and mentors
• Why practice is a critical part of organizational maturity

Stop expecting your experts to figure it out on their own. Tune in to learn how to clear the fog, provide structure, and give your doer-sellers the support they actually need to succeed.

A systematic review of managerial burnout and personal crisis by Sage Publications

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