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Winning Targets

Malou Antiojo 28.03.2012

Our Knowledge Enrichment Program (KEP) talk last February 17, 2012 on business development, entitled “Winning Targets”, as presented by MRG’s good friend, Ms. Beverly Roberts, was very instructive and inspirational, even as it was delightfully punctuated with a lot of good humor; even hilarious at times. 


Beverly (Bevs) shared with us the essential techniques in business development and to the surprise of many, she was candid enough to provoke us by saying that it all starts with developing ourselves, i.e., our ability to look good and personable, to have a strategy, a good plan, a firm and measurable target with a very strong dosages of courage, determination, and total results orientation.


Bevs, in her good-humored way, discussed the key essentials of a head hunter to being able to win targets as follows:


1)       Building the Trust of Clients (Candidates, External Clients, Companies in the Philippines and overseas)

-          Maintaining good rapport with clients

-          Being customer centric

-          Being transparent      

-          Maintaining and building good relationship with client/s


2)       Winning the Deal

-          Listening more, speaking less (ask questions)

-          Consultative approach

-          Treat our clients as business partners and maintaining a collaborative approach

-          Know our competitors  (market trends, having a competitive analysis report (monthly)


3)       Winning the Success of  Your Organization

-          We serve as walking advertisements for  our company (we should dress appropriately, adhere to KSearch’s values, mission and vision)

-           Having the right attitude (positive mindset)

-           Discipline (coming to work on time, et al.)

-           Initiative (develop, initiate programs, process improvements )


4)       Achievement of your Personal Goals

-           Having SMARTER (Specific, Measurable, Attainable, Relevant, Timebound, Excellence driven, Results Oriented) goals 

-          Aim for growth needs by achieving our own basic needs (discussion on Maslow’s Hierarchy of needs)


Bevs spoke from her personal experience, relating how she would lose sleep, work endless hours on a stretch, how  much she would take every initiative to make her presence constantly felt by her intended client and how she was relentlessly  resourceful so as to provide solution to the potential client’s needs.


The way Bevs related how she combined her street-smarts and adhering to her systematic approach prompted MRG to comment in the end, saying:  “I had mistakenly entertained the thought that Bevs succeeded in her role through the use of 90% extension of her great humor and disarming charm to the intended client, and only 10% process.  Now, I realize, to my pleasant surprise, that there really is an overall and incipient method in her success in business development”.


But the best practical advice Bevs left with us was when she jolted everyone with a blunt advice of “Never be on time!”  What she meant, after all, was that we should “always be ahead of time”, never to be late for an appointment.


We listened, we laughed out loud, and we learned.   


Image: Stuart Miles's portfolio /

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