HUNTERS AND FARMERS

I was talking recently to a couple of people at a regional construction networking event.

As our conversation unfolded, I increasingly became aware that whilst both enjoyed similar titles i.e. Business Development Manager, worked for companies a similar size and worked broadly in the same local markets; one had a ‘Hunter’ instincts and capabilities whilst the other had ‘Farmer’ qualities.

What’s the difference?

Well, Hunters tend to be really good at breaking into new markets, sectors and firms. They easily and quickly engage with folk and develop their relationships to a point were they can just as quickly hand them over to a colleague so that they can get on with hunting out new prey!

Whilst Farmers tend to be less dynamic on the breaking in/getting involved  side of things but are brilliant at retaining them, developing the relationship to the maximum extent and always on a mutual advantage basis.

So, if you were to appoint a BDM which type would you go for?

Well that’s a difficult one, especially given the limited information we have in front of us. In an ideal world you would probably want a combination of the two types.

I think that’s training, mentoring and coaching comes in.

After all, having won the interest of a new prospective client what you want to do is maximise the potential life time benefit of the relationship.