Business Development


A stoic view of trust

To be ‘stoic’ is generally to be considered calm in enduring hardship. What did it mean originally? I stumbled on the Stoics during a bit of background reading on Aristotle’s better known appeals to persuasion. I was not expecting what I found. The ‘Stoics’ were something of an extremist group founded in Athens and Rome […]


Aristotle’s forgotten appeals

Hasnaê Kerach explores Aristotle’s forgotten, and widely known appeals. 2400 years ago, Aristotle introduced a manuscript called “Rhetoric” to the world. It has withstood the test of time and proved to be one of the most influential works on persuasion. Aristotle defined Rhetoric as the ‘faculty of discovering in any particular case all of the […]


Of Mice and (Mad) Men

Desmond Harney argues that balance optimises persuasive communication, even in advertising. In 1959, U.S. Nobel Laureate John Steinbeck worked in Somerset, later saying he’d been happier there than any other place on Earth: ‘I hear and smell and see and feel the earth and I … am alone – the largest aloneness … mystic and […]


Incomplete Benefits

Ewan Pearson compares pitches with basketball to explain why so many of them need work. It’s great to provide effective and efficient services, but what does that actually mean? Not a lot, it would seem.  We do a lot of work on pitches and other acts of persuasion every year, and have been doing so […]


Exploratory Questioning and Modelling by Lynda Russell-Whitaker

-constructed questions are essential in successful business development. We need to pay close attention to the language we use in our questioning and the language used by the client in response to these questions.  They can give valuable clues.   As mentioned in my article on Active Listening in SpeakUp! #62, questions and listening are […]


Strong Starts. The Hook by Alistair Grant

We were all taught somewhere that we should “tell’em what we’re gonna tell’em then tell’em and tell’em what we told them”. But….   Whilst that old chestnut seems sensible enough advice, there is a flaw! There is strong evidence that people’s commitment to listen depends on how you start, and this bureaucratic, traditional and predictable […]


Nudging Noel Numpties by Ewan Pearson

Thaler was particularly lauded for his work on Nudging, which has provided a much more scientific understanding of how people think and behave when making economic decisions. Whether it’s how to tax the Brits more skilfully, what people invest in, what they smoke, whether they opt in/out of organ donation, or what they buy the […]


Leadership style, by Lynda Russell-Whitaker

At this time of the year, when Christmas is fast upon us, millions of people continue to celebrate the birth of a religious leader that occurred more than two thousand years ago. Therefore, I have been musing on what for me are the essential characteristics of a great leader, not then but now, in the […]


Squeezing the Satsuma (part 2), by Ewan Pearson

Christmas is a ‘fruity’ time, and so it’s appropriate to squeeze the rest of the juice out of this story, to crack a few nuts and to get the core of the meaty content. For those unfamiliar with our last Journal, Edition 57, it is the hot story of the age: how to win business […]


Squeezing the Satsuma (part 1), by Ewan Pearson

A few of our clients are, with our help, undertaking major drives to further professionalise their Business Development and Pitching processes. Here we share some of our general thinking around the subject, for all of our clients. We have written an extensive paper with some new diagrams to capture some of our latest thinking and […]