Some BD Leaders can be stuck between a rock and a hard place because they are responsible for the team’s BD results, but they don’t have the authority to institute everything they want to do to generate those results.
In today’s post, Pete shares his thoughts about how they can move forward despite this challenge.
I’ve worked with a lot of Business Development leaders over the years, and there’s a common challenge I see.
You’re responsible for results — pipeline, relationships, growth — but you don’t always have the authority to implement everything you believe would make the biggest difference.
You’re accountable… without full control.
That can feel like being stuck between a rock and a hard place.
Most BD leaders I talk to have strong instincts. They see opportunities across the entire organization:
And they’re right.
But trying to change everything at once — especially without full authority — often leads to frustration.
So instead, I recommend something much more focused.
Zero in on one thing.
One action. One behavior. One moment of influence.
For example:
“If I could get our senior leader to clearly communicate support for this business development plan, it would change everything.”
That’s not a massive organizational overhaul.
That’s one person doing one thing.
And that’s where leverage lives.
Once you’ve identified that one move, engage the person directly.
Make a clear, simple ask.
In business development coaching and leadership presence coaching, we often emphasize that influence grows when your message is specific and actionable.
Instead of broad requests, try something like:
“Would you be willing to present our BD strategy to the team and clarify their role in it?”
Simple. Direct. Focused.
This is the most important part.
Don’t frame the request around what you need.
Frame it around what they care about.
In business development communication training and executive presence coaching, we talk about aligning your message to the listener’s priorities.
So ask yourself:
Then connect your request to those outcomes.
For example:
“If you communicate this clearly to the team, we’ll see stronger alignment, better follow-through, and more consistent growth in our pipeline.”
Now it’s not about helping you.
It’s about achieving results they care about.
You don’t need to solve everything at once.
You need to move the system forward.
One step.
One decision.
One action from one key person.
In business development training and leadership confidence training, momentum is often built this way — through focused, intentional influence rather than sweeping change.
If you’re a BD leader without full authority, your power isn’t in control.
Your power is in influence.
And influence grows when you:
Do that well, and you’ll move your strategy forward.
Not all at once.
But one step closer to the results you’re responsible for.
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