Business Development: The Right Way: More energy and effort is put into trying to figure out how to make business development work than any other management function; including advancing the technology that is at the heart of a company’s value proposition. There are plenty of books out that that deal with the technologies and tools of business development. This is not one of them. My focus is on the human interactions that accompany the development or expansion of a business development component of your senior management team.

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Over the years, I have worked with dozens of CEOs. The vast majority of them have felt more confident about their company’s technology and technological edge than about its ability to generate an expanding customer base. One client put it this way, “Sure, there is always competition but the core of our management team is focused on delivering advances that keep the company’s value proposition ahead of its competition.”

Business development is another thing altogether. Most CEOs that I have worked with have, sooner or later, had a similar experience. Their value proposition was significantly better than the competition’s but they still ended up losing the business. In fact, very often the company that is best at business development is well back in the pack then it comes to innovation and cutting edge value propositions. But they win while other companies lose out to them. This is a CEO’s worst nightmare. “We were better than them but we lost out.”

Business Development the Right Way shows you how it is done and, more importantly, that it can be done for virtually any company.

Business Development the Right Way shows you how a well-run business development team coupled with an advisory board, properly structured and populated by highly influential, committed and well-connected individuals can drive a company’s revenue. In this book I describe the design, population and management of these boards and show how they can increase the effectiveness of a company’s business development process.

Amazon Kindle & Paperback

Or buy directly, get a PDF version
All the proceeds will go to support cancer research

Praise for Business Development the Right Way

  • “Five stars! Must read for anyone in sales, marketing or business development.”
  • “Not your typical business development BD book! This one is highly useful and revolutionary. Five stars”
  • “I've been in business development for many years and learned a great deal from this book.”
  • "Business development is the future of my company. This book helped me unlock it.”
  • “Winning against your competition begins with driving revenue. Read and learn from a master.”
  • “I've learned a lot from this book. It’s brought me a higher salary and a big promotion.”
Table of Contents



Five Reasons Why Business Development Is So Difficult To Get RightSeven Reasons Why Advisory Boards Don’t Produce
Battle at the Cottage Gate
Dysfunctional Advisory Boards – A Family of Problems
Advisory Boards as Business Development Engines – The Beginnings

Advisory Boards

Turbocharged Business Development
Benefits and Costs
John’s Questions – Round Two
Change Management
The First Board Meeting

Planning for Two Journeys

Change Management
The Board – Design and Population

A Working Board

Conflict, Renegotiation and Removal
First Blood
Managing Mt. Rushmore


Assessing the Impact

Final Thoughts

Contact Information

Amazon Kindle & Paperback

Or buy directly, get a PDF version
All the proceeds will go to support cancer research

It's the most amazing experience I have ever had. I needed to find a new path. A friend recommended Dr. Smith. From the first, it was clear that he and I were going to get along. What was most amazing was the wisdom and perception that he brought. New vistas have opened up and, as a result, a new chapter in my life. There's no way that I could put a value on what he has contributed to my life.

Mentoring Client, CEO and Serial Entrepreneur

Chief - That is how Dr.Smith was introduced to me and, based on our work together, I have come to understand why he was called so. He helped me focus on the possibilities that I had been missing in my life. He guided through developing a new vision for my life. Truly he would be my "Chief" anytime and I will always value his guidance and wisdom. My life is richer because of working with him.

Mentoring Client, NPI Team Lead

Earl is a very wise individual with a lot of experience. He truly understands business and professional development. Earl has a great way of explaining things and getting you to look at things from another perspective. Earl is a tough mentor, but if you can learn just some of what he knows you will come out ahead.

Mentoring Client, Deloitte

“Dr. Smith is a very different kind of mentor. If you’re looking for a warm and fuzzy adviser, this is the wrong guy for you. But if you are dedicated to change and want to be challenged by a very experienced mentor Earl may be just what you are looking for.”

CEO of Croix Connect and Host of ABC Radio’s ‘Taking Care of Business’

“I consider Dr. Smith to be a truly revolutionary thinker and leader. His mentorship has been of great value and inspiration to my own personal and professional development. I was at a point in my life where I felt the need to take a new direction. He helped my sort out the possibilities and showed my ones that I never considered. Working with him has been a truly life-changing experience.”

Partner, IT & Telecom, Defense Solutions

“Dr. Earl Smith is a very gifted and talented thought leader and strategist. I had an opportunity to work with him on various occasions, and found his analytical thought process to be the most creative and illustrative in the industry. He is a great asset in developing business solutions from complex problems and chaos in the every day world.” Executive Director, Global Innovation Summit,