July 2025 - Closer to Coach: Leaders in the Business World

Organizations frequently turn to their top business development talent—closers, connectors, and top producers—when filling leadership roles. But the skills that make someone a phenomenal individual contributor are not the same skills that make them an effective leader. This is often the most critical hurdle to achieving long-term, sustainable growth

Forging leaders in a business development context requires a deliberate shift in mindset, moving from a focus on personal wins to cultivating team success. It’s about intentionally developing the capacity to not just hit a target, but to build a team that can consistently outperform it.

The journey from top performer to strategic leader is built on two core pillars: coaching and strategic vision. First, emerging leaders must learn to transition from being the primary "doer" to being a coach who empowers their team. This means placing trust in others to manage important client relationships, guiding them through complex negotiations, and stepping in to support them when needed. The next step is broadening their focus—from managing transactions to thinking strategically about the overall direction of the team and organization. A true leader in business development isn't just thinking about this quarter's pipeline; they are analyzing market trends, anticipating client needs, and positioning the entire team for opportunities that are months or even years away.

Developing these capabilities doesn't happen by accident. It requires a conscious investment in mentorship and targeted coaching. Pairing high-potential employees with seasoned executives provides them with a model for strategic thinking and relationship management. "Safe-to-fail opportunities, like managing a focused proposal effort or exploring a new market entry, provide a valuable space for emerging leaders to build capability without high-stakes consequences.

Focusing on leadership development is among the most strategic moves a business can make. It enables teams to deliver results now while cultivating the capabilities needed to thrive in an evolving landscape.