As a business development professional, your job is to orchestrate the execution of big picture goals. The best way to do this is to get your company's departments working together, but that's often easier said than done.
In many companies — especially in the corporate world — there's a silo or disconnect between two of a business' most vital teams: product and technology. Bringing these teams together often results in better ideas and greater productivity and efficiency. But how do you create this cohesion?
Below, eight members of the Forbes Business Development Council share their best advice for bridging the gap.
1. Invest Time In Building Relationships
Good collaboration between BD and product is about both mindset and process. It starts with an understanding that there are dynamic things going on right now in product worth your time. The time investment builds rapport. When I first joined my company, I focused on those in product with tenure. Who better to learn from than those who lived through the story of how product has evolved and why? - Jessica Kirk, Harkess-Ord
2. Share Specific And Useful Feedback
Collaborating with your product team should be an integral part of your process. Don't play the blame game if the value proposition you're pitching isn't resonating in the market. Instead, help your organization find product-market fit by sharing specific feedback on the problems your prospects are facing with your product team frequently, or better yet, include them in important client meetings. - Kabir Mathur, Kiip
3. Show Them The Value They Create
Always tell your technology team how their work is helping to solve real problems for customers. It is essential for collaboration that they see you as a person who advocates for the value they create, rather than as someone who always brings issues that need to be fixed. Every week we share stories of customer delight to help teams see the impact of their work on lives of customers. - Jagpreet Singh, Taro Inc
4. Bring The Teams Together Regularly
I've found that having regularly scheduled meetings between product/tech and sales teams is the key to greater success as an organization. Because we clearly communicate from both sides of the table, the product/tech team understands what will make our lives better as salespeople, and the sales side understands how to better set expectations when selling. - Joel LeBendig, CommunityCo
5. Seek To Understand Your Product Team
Business development professionals should have a deep understanding of the products and services provided by their company, as well as the competitive space. This is an evolving process and meeting regularly with the product team is important to understand their goals, objectives and technical vision. Also, consider having a technical resource dedicated to the business development team. - Lisa Box, WP Engine, Inc.
6. Help Them Understand The Why
Along with learning your products and technology in depth, the product teams also want to learn. Share with them the business reasons for decisions by your customers and yourself. Don't just say, "That is the way it is." The more they understand the why, the more creative they will be for you in solving your customers' challenges. - Joe Dooley, Ascendum
7. Join Forces To Solve Problems
Take a holistic approach to problem-solving. To provide the most value to your clients while reducing the sales cycle, it is imperative for both the sales team and technical team to tackle problems together. If you align business goals through transparency, both the sales and tech teams will soon understand each other's needs, which will push the needle forward while bridging the gap. - Dane Matheson, Sourcebits
8. Know Your Company's Product Inside And Out
The key to driving sales and improving relations with the product side of your company? Learn the product from the bottom up. Learn how it works and why. The BD team's priorities are to know the product inside and out, and to have the ability to find an answer that they may not know. - Timothy Moore, Blue Haus Group
