Mo asks Henning Streubel: When was the moment that growth and business development was something you wanted to focus on? Henning is intrinsically motivated to help people, but it's less about business development and sales. Whenever he meets someone, he has a tendency to ask deep questions. Early in his career working for a utility client in Germany, he realized that the client's company had many more problems than he initially thought which he discovered by simply having a deep conversation. Because of those conversations, the client was able to take Henning's thoughts and ideas back to her boss and make positive changes. For Henning, relationship development starts with insights, which allows you to create an impact and trust. Many highly analytical people have difficulty talking about anything outside of the project. Henning recommends understanding that everyone is a human being which means they share a common foundation. Being genuine about being curious is key. Don't just use small talk as a way to open a conversation. Follow up on the topics and go deeper. This shows your interest in them as a human being. Establishing a personal relationship makes connecting with them easier outside the context of the work. It creates an entry point that lets you have the impact you want to have. When you open up on your experience, you become more vulnerable and that creates a better foundation for trust. This was something that Henning had to learn and practice. Having a few stories in your back pocket can make it easier. Mentioned in this Episode: GrowBIGPlaybook.com linkedin.com/in/henning-streubel-phd on.bcg.com/henning - Use the envelope icon on this page to get in touch with Henning directly