The Importance of Proximity

Animation of Kraken Thermal Glider UUV

Solid Works model of Kraken Thermal Glider UUV

While I was Director of Business Development at Tusaire, I also had the role of Product Development Manager.  This allowed me to be intimately involved in the technology as it was developed from engineering models to actual lab hardware.  Even if I wasn't working in my capacity as Product Development Manager, I would visit the lab and help in whatever stage of design or testing was ongoing with the technology while an animation was rendering.  This approach kept the lines of communication open with the engineers and scientists and improved my overall understanding of the technology for the video production and customer presentations.  This means that I will be able to speak to questions directed at the presentation.  This experience illustrates the importance of "proximity" in Business Development.  While it may not always be possible, proximity can greatly enhance the effectiveness of presentations by providing a foundational understanding of the technology and goodwill with the engineering team.

Proximity improves communication and communication is the backbone of any Business or Product  Development.  Remember that as a Business Developer, you are the bridge between the people who breath the technology and the customer who may have no idea what the technology is.  It is your responsibility to know what the technology is, so, if called upon, you can speak to it in the context of your presentation or direct the customer to those who can better answer more detailed questions.