Follow-Up DOs and DON'Ts for Business Development
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Follow-Up DOs and DON'Ts for Business Development
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Most business development conversations don’t fail in the meeting—they fail in the follow-up.
In this episode of Breaking BizDev, John Tyreman and Mark Wainwright unpack the DOs and DON’Ts of follow-up and explain why it’s one of the most critical—and most mishandled—parts of business development.
They frame follow-up as a link in the chain that either moves opportunities forward or quietly pulls them backward. Through real examples from sales and marketing, they show how effective follow-up builds clarity, trust, and momentum—and how bad follow-up (or none at all) derails deals.
You’ll learn:
- What good follow-up actually does in sales and business development
- Common follow-up mistakes that break momentum
- Why “just checking in” often does more harm than good
- How follow-up supports choreography from conversation to contract
- The difference between sales follow-up and marketing follow-up
A must-listen for consultants, firm owners, doer-sellers, and anyone responsible for generating and closing professional services work.
Past episodes mentioned:
- The Psychology of Familiarity: Building Trust With Mere Exposure
- Checking In, Ghosting, and the Magic Email
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