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Empowering Teams: Building a Culture of Business Development

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In today’s competitive landscape, fostering a culture of business development (BD) is essential for organizational growth. However, many leaders often feel uncertain about driving business development themselves, leading to a reluctance to empower their teams. This can result in missed opportunities for expansion. Here are some strategies for leaders to cultivate a thriving business development culture within their organizations.

Understanding Business Development Culture

Creating a culture of business development goes beyond simply disseminating a one-page guideline with core messages. It requires team members to have a comprehensive understanding of the organization’s identity, including its vision, purpose, and core values. When employees genuinely connect with these elements, they become more effective at identifying potential opportunities and converting prospects into clients. Leaders should ensure that everyone is aligned with long-term growth objectives and aware of the target clients and projects.

The Importance of the Elevator Pitch

Even seasoned leaders may find initiating conversations for business development daunting. A critical aspect of this is having a solid elevator pitch—an introduction that succinctly presents who you are, your role, and the value your organization brings. Key components of an effective elevator pitch include:

  1. Be Succinct: Keep your introduction brief—ideally within 30 seconds. Provide an overview of your professional role and the challenges your organization addresses.
  2. Body Language Matters: Maintain open and confident body language to foster trust and engagement.
  3. Authenticity is Key: Genuine interactions resonate more with others than overly scripted presentations.
  4. Cultivate Curiosity: Conclude your pitch with an open-ended question to encourage further dialogue.
  5. Aim for an Outcome: Every interaction should yield tangible results, whether it’s exchanging contact information or scheduling a follow-up meeting.

Navigating Conversations and Confidentiality

In the realm of business development, first impressions are crucial. When engaging with new contacts, a warm introduction can set the stage for a productive conversation. Leaders must also prepare their teams to handle questions they may not have answers to. Acknowledging uncertainty, followed by a commitment to find the answer or connect the person with someone who can help, reflects professionalism.

However, caution is paramount. Employees should avoid sharing confidential information that could jeopardize client relationships or the organization’s reputation. Leaders should establish clear guidelines on what information can be disclosed and encourage their teams to seek clarification when in doubt.

Final Thoughts

Ultimately, every employee represents the business in their interactions, and business development is an ongoing process. Leaders have a pivotal role in creating an environment where purpose, culture, and values are clearly communicated, empowering their teams to act as brand ambassadors. By equipping employees with the knowledge to navigate conversations and recognize opportunities, organizations can harness the collective efforts of a motivated team. Investing in your people and fostering a culture of business development not only drives growth but also builds lasting connections that can shape the future of your organization.

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Walmart Shifts Away from DEI Policies After Conservative Backlash

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Walmart, the world’s largest retailer, has announced a significant rollback of its diversity, equity, and inclusion (DEI) policies, following pressure from conservative activist Robby Starbuck. The changes, which include halting race and gender-based considerations in supplier contracts, come after Starbuck mobilized his 700,000 followers to boycott the company ahead of Black Friday if the retailer did not alter its approach.

The company’s shift includes winding down the Center for Racial Equity, a non-profit initiative that received $100 million in funding from Walmart in 2020. Additionally, Walmart will scale back some racial equity staff training, reconsider its support for Pride events, and withdraw from rankings by the Human Rights Campaign, an LGBT advocacy group. The retailer also plans to monitor and remove online products deemed inappropriate for children, particularly those related to sexual or transgender content.

Starbuck, a former music video director turned conservative activist, celebrated the changes in a post on X (formerly Twitter), stating, “I’m happy to have secured these changes before Christmas when shoppers have very few large retail brands they can spend money with who aren’t pushing woke policies.” Elon Musk, CEO of Tesla, also weighed in, sharing the news on social media and commenting, “The tide has turned,” signaling his support for the decision.

Walmart, which employs 2.1 million people and has a market valuation of approximately $740 billion, emphasized that it had been reviewing some of its DEI policies before the backlash. The retailer stated, “We are willing to change alongside our associates and customers who represent all of America.” Walmart’s president and CEO, John Furner, explained in an interview with CBS News that the company was committed to ensuring that all customers and associates feel welcome, regardless of their background.

The decision marks a dramatic shift for a company that has made significant strides in sourcing goods from diverse suppliers. In the past financial year, Walmart reported sourcing over $13 billion in goods and services from businesses owned by veterans, people with disabilities, and members of the LGBT community, among others. Walmart’s latest diversity report also revealed that people of color make up about 51% of its U.S. workforce, with 59% of new hires from diverse backgrounds.

However, the move has sparked a mixed response. Conservative activists like Starbuck have praised Walmart’s decision as a victory for corporate neutrality, while others, particularly on platforms like Bluesky, have criticized the retailer for undermining diversity and inclusion efforts. Users on the platform called Walmart “disgusting” and “cowards” following the announcement.

Walmart now faces the challenge of balancing the demands of diverse stakeholders, as it risks alienating customers who support DEI initiatives while trying to appease those who oppose them.

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UK Businesses Brace for Financial Strain in 2025, with Revenue Losses and Workforce Cuts Expected

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Research conducted by freelancer platform Fiverr has revealed that UK businesses are facing significant financial challenges in 2025, with an expected average revenue loss of £138,000 per business. The study, which surveyed UK business leaders, indicates that a quarter of businesses anticipate losses exceeding £100,000, largely due to the economic pressures arising from Labour’s Autumn Budget.

Despite a modest interest rate cut from the Bank of England, the government’s proposed £40 billion tax hike—half of which will directly affect businesses—has raised concerns among small and medium-sized enterprises (SMEs). Key issues driving anxiety among business leaders include inflation and rising costs (50%), economic instability in the UK (45%), and the broader implications of Labour’s tax policies (37%).

Revenue Declines and Workforce Adjustments

The proposed changes to the budget have sparked widespread fear among businesses, with 54% of respondents citing the current political climate as a major contributor to operational instability. A significant 83% believe that Labour’s policies, coupled with an increase in the national minimum wage, will negatively affect their revenue.

Moreover, 76% of business leaders predict that the tax hikes will impact workers’ pay, and 60% are considering reducing staff or implementing hiring freezes over the next year. These anticipated workforce cuts reflect the mounting financial pressure businesses are under as they adapt to the new fiscal environment.

Optimism Amid Workplace Shifts

Despite the gloomy outlook, there is some optimism among business leaders. A majority (62%) believe that Labour’s focus on improving workers’ rights could have a positive effect on employee mental health, offering a sense of hope in an otherwise turbulent situation.

UK businesses are also open to embracing new workplace trends. Half of those surveyed expressed a willingness to experiment with a four-day work week, although 24% are doubtful it will succeed under Labour’s governance. Additionally, 61% support a return-to-office model of at least three days per week, citing benefits such as improved productivity (61%), enhanced collaboration (40%), and better professional development opportunities (38%).

However, the move to enforce office attendance could have drawbacks, with half of the respondents fearing that return-to-office policies could negatively impact employee retention, and 26% worried about creating friction and lowering morale. Concerns about work-life balance and the potential for higher operational costs were also raised.

Tech Roles in High Demand

In terms of hiring plans for 2025, more than half (55%) of UK businesses intend to expand their workforce, with 33% planning to maintain current staffing levels. A significant portion of this expansion is focused on IT and tech roles, with 48% of businesses prioritizing hires in these fields. Additionally, 24% are targeting positions in artificial intelligence (AI), with businesses willing to offer 45% higher wages to candidates with AI expertise.

Despite the growing demand for tech talent, businesses are scaling back recruitment in other areas. Nearly half (43%) of businesses cited advancements in AI as a reason to reduce hiring, while budget constraints and regulatory changes also influenced their decisions.

The Rise of Freelancers

Freelancers are playing an increasingly important role in helping businesses navigate economic uncertainty. According to the survey, 55% of businesses already integrate freelancers into their teams, with 32% leveraging freelance expertise in AI. Looking ahead, half of business leaders see freelancers as essential to achieving their goals in 2025, with 45% planning to increase their reliance on freelance talent.

Hila Harel, Director of International Growth at Fiverr, noted that freelancers are expected to play a greater role in supporting businesses amid ongoing challenges. “Workplace flexibility is a top priority, and freelancers will be key in helping businesses drive growth and innovation in a challenging economic landscape,” she said.

As UK businesses brace for financial strain in 2025, freelancers are emerging as vital contributors, helping to bridge skills gaps and manage workforce transitions during a period of economic volatility.

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Gary Lineker Places TV Production Company into Voluntary Liquidation Ahead of Tax Rises

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Former England footballer and broadcaster Gary Lineker has placed his television production company, Goalhanger Films, into voluntary liquidation as the UK government prepares to raise capital gains tax rates. The move is seen as a strategic decision to minimize tax liabilities before the upcoming increase in tax rates.

Co-owned with former ITV controller Tony Pastor, Goalhanger Films reported net assets exceeding £440,000 in its last published accounts. The liquidation comes in response to the UK government’s announcement in the recent Budget that capital gains tax rates will rise from 10% to 14% in April, with a further increase to 18% in 2025. By liquidating the company now, Lineker and Pastor will be able to take advantage of the current lower tax rate on distributions from the company’s assets.

Tony Pastor confirmed that Goalhanger Films is being “mothballed,” allowing both he and Lineker to focus on their growing podcast venture, Goalhanger Podcasts. The podcast platform, which hosts popular series such as The Rest Is History and The Rest Is Football, reported net assets of nearly £591,000 earlier this year, reflecting the success and rapid growth of the podcasting business.

The liquidation of Goalhanger Films follows the process of Members’ Voluntary Liquidation (MVL), which allows solvent companies to wind down operations in a tax-efficient way. This process enables business owners to treat distributions from retained earnings as capital gains rather than income, potentially yielding significant tax savings under the Business Asset Disposal Relief framework.

Goalhanger Films, launched in 2014, produced high-profile sports documentaries featuring figures like Mohamed Salah and Serena Williams. However, the shift towards podcasts marks Lineker’s strategic adaptation to the evolving media landscape, where podcasts have become a more lucrative and popular format.

Although Lineker stepped down from hosting Match of the Day after a 26-year tenure, he continues to maintain a strong presence at the BBC. He holds contracts to present coverage for major events, including the FA Cup and the 2026 World Cup.

Lineker’s financial move offers valuable lessons for business owners and entrepreneurs, particularly in anticipating tax changes and making timely decisions to maximize financial benefits. Business owners looking to close solvent companies may also find the MVL process an effective way to unlock value efficiently. Additionally, Lineker’s pivot to podcasting highlights the importance of adapting to emerging markets and shifting focus to the most successful ventures.

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