How to Maximize Un-Billable Hours (And Not Squander Them)

Burnout in BizDev: Reignite Your Doer-Sellers

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 [https://journals.sagepub.com/doi/pdf/10.1177/23970022251315650] Share your feedback in our listener survey [https://www.surveymonkey.com/r/8V9T6Z7]: https://www.surveymonkey.com/r/8V9T6Z7

The Right (and Wrong) Ways to Use AI in Business Development

eaning too hard on AI for sales and marketing, and you risk any trust and credibility built with prospective clients. So where does AI actually belong in creating and winning new business? In this episode of Breaking BizDev, John Tyreman and Mark Wainwright break down the good, the bad, and the ugly of using AI in sales and marketing. They explain why relying on AI to replace human connection is a critical mistake, and how you should instead use it to maximize the time you spend in live, synchronous conversations. In this episode, you'll hear: • Why automated cold outreach, social comments, and follow-up emails destroy credibility and trust. • How to free up your team to have more face-to-face interactions. • How to generate meeting transcripts and summaries so you can focus on active listening • How to aggregate data, append spreadsheets, and build targeted prospect lists. • How to role play future sales calls  • How to "humanize" and polish their 3-option pricing tables. Share your feedback in our listener survey [https://www.surveymonkey.com/r/8V9T6Z7]: https://www.surveymonkey.com/r/8V9T6Z7

How to Maximize Un-Billable Hours (And Not Squander Them)

Unbillable time is often treated as an afterthought—but it shouldn’t be. In this episode of Breaking BizDev, John Tyreman and Mark Wainwright reframe unbillable hours as one of the most important investments you can make in your future pipeline. They discuss how professionals can move beyond simply “filling time” and instead use those hours with intention—focusing on the activities that actually drive growth. You’ll hear: *  Why utilization alone is a flawed measure of success  *  How to evaluate and prioritize your non-billable time  *  A clear way to connect marketing and sales efforts  *  The key areas where your time creates the most impact  *  How to balance short-term demands with long-term opportunity building  Whether you're trying to generate new business, deepen client relationships, or build your brand, this episode offers a practical approach to making your unbillable hours count. Your future work depends on how you use your time today. Share your feedback in our listener survey [https://www.surveymonkey.com/r/8V9T6Z7]: https://www.surveymonkey.com/r/8V9T6Z7

Is Your Referral Process Broken?

Doing great work isn’t enough to generate referrals. In fact, relying on that alone might be exactly what’s holding you back.🤨 In this episode of Breaking Biz Dev, Mark and John take a diagnostic approach to one of the most powerful yet underutilized growth strategies in professional services: referrals  Drawing from real-world coaching experience, they uncover why so many professionals fail to generate referrals despite strong networks and satisfied clients. From vague asks and inconsistent effort to fear of rejection and lack of process, the breakdown often isn’t the relationships—it’s the system behind them. You’ll learn: * How to identify the warning signs of a broken referral process  * Why most firms don’t treat referrals as a true lead generation channel  * The difference between passive and proactive referrals  * How mindset, timing, and clarity impact your success  * Practical steps to build a repeatable referral process starting today  If referrals make up a small (or nonexistent) portion of your pipeline, this episode will help you rethink your approach and take control of a high-impact growth channel. Start turning trust into opportunity. Subscribe for weekly conversations on business development, growth strategy, and modern professional services leadership. CHAPTERS 00:00 Why Referrals Get Missed 00:43 Show Intro and Listener Shoutout 02:49 Referral Process Reality Check 05:42 Common Referral Mistakes 08:09 Symptoms Your Process Is Broken 11:34 Root Cause No Process 12:19 Root Cause Unclear Ask 16:22 Root Cause Timing and Mindset 20:06 Tracking and Attribution Gaps 23:26 Rethinking Referrals Push and Pull 24:57 Action Steps Start Your List 28:20 Wrap Up and Next Episode Link to A Referral Process Episode: https://youtu.be/zGNXNNoi2vc Share your feedback in our listener survey [https://www.surveymonkey.com/r/8V9T6Z7]: https://www.surveymonkey.com/r/8V9T6Z7

3 Option Pricing Tables Part II: Elements & Examples

In this episode of Breaking Biz Dev, John and Mark go deep into the mechanics of three option pricing tables—how to actually build and present them in professional services. They walk through several practical frameworks for structuring options, including levels of involvement, entree engagements, compensation models, and payment structures. Along the way, they unpack the pros, cons, and real-world tradeoffs of each approach. The conversation also dives into decision psychology—why multiple smaller decisions are easier than one big one, how anchoring works, and why the “middle option” isn’t always the recommended path. On the tactical side, they cover how to name your options, design tables for clarity, and clearly communicate what’s included (and excluded). They also emphasize the importance of presenting these options live in conversation rather than sending them over email. The episode wraps with a powerful insight: when done right, these tables shift the dynamic—clients stop resisting and start collaborating, often leaning in to shape the solution themselves. If you’re looking to make your pricing conversations more effective, structured, and client-centered, this episode delivers a practical blueprint. CHAPTERS 00:00 Recap and Setup 01:58 Why Tables Work 02:43 Level of Involvement 03:34 Pros and Cons 05:43 Entree Engagement 08:07 Decision Psychology 10:33 Entree Tradeoffs 12:18 Compensation Options 14:48 Risk and Incentives 16:26 Compensation Risk Tradeoffs 18:04 Payment Options Framework 19:11 Upfront Versus End Payment 20:17 Risk And Cashflow Realities 21:59 Name Your Three Options 24:24 Show Inclusions And Exclusions 25:34 Design For Fast Decisions 27:57 Present Live Not Email 29:29 Anchoring The Price Order 30:18 Value Based Options And Practice 31:55 The Magical Client Lean In 33:04 Wrap Up And Next Time Share your feedback in our listener survey [https://www.surveymonkey.com/r/8V9T6Z7]: https://www.surveymonkey.com/r/8V9T6Z7