To enhance the success of your BD you must apply techniques that are ‘smart’ and execute as if it is a process – because it is. So, what happens when you skip steps or neglect aspects of a process? – results diminish in quantity and quality. Of course, people make a difference, but a well-designed and executed process makes everyone, regardless of skill level, more successful. And like any process, you must get the first step right for the rest to work.