Salice Thomas

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As markets grow more competitive and buying cycles become increasingly complex, business development leaders are under pressure to prove measurable impact. Activity metrics alone are no longer enough. Today's organizations want clear indicators that business development efforts are driving pipeline quality, revenue growth and long-term value. To that end, Forbes Business Development Council members shared the KPIs they believe will matter most in 2026 and why. Focus on these recommended metrics to connect business development strategy directly to revenue outcomes.

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Not every partnership lives up to its promise. Even well-intentioned deals with compelling strategic logic can fall short when incentives misalign, expectations blur or execution falters. For business leaders, these disappointments often become powerful teachers, helping them shape stronger collaborations moving forward. Here, the members of Forbes Business Development Council share the key insights they've gained from partnerships and deals that didn't deliver as expected.

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Deciding between building, buying or partnering is a central challenge in business development strategy and the answer isn’t always obvious. The most successful leaders don’t default to their preferred mode; instead, they look for the clearest signal—be it resource availability, strategic differentiation or speed of execution—to drive their choice. With the right framework, these decisions become less daunting and more predictive of long-term success.  Here, the leading experts of Forbes Business Development Council each share their best practices on when to build, buy or partner—and which signals have mattered most in their decision-making process.

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By focusing on strategies that develop the human aspects of leading, executives can navigate change more successfully.

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Business deals often fail not because of bad intentions, but because early assumptions go unchallenged. And the most dangerous legal risks for stakeholders are often the ones leaders believe are “understood.” When authority, approvals and veto power are documented early, organizations reduce the risk of disputes that surface only after money, reputations and momentum are already on the line. To help leaders eliminate the legal pitfalls in partnerships or acquisitions, Forbes Business Development Council members provide some practical steps for clearly defining decision rights before any deal takes shape. 

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When the economy slows down, it may seem like your business revenue is at a standstill, but it's actually the perfect time to revamp your strategic brand approach in the marketplace. Learning how to weather a challenging season is also a proving ground for long-term growth. And throughout the uncertainty, the best opportunities are often uncovered when your competition pulls back to play it safe. Below, the Forbes Business Development Council members offer some practical ways to improve on brand messaging, deepen customer trust and build positive resilience for what's to come.

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Frontline employees play a critical role in shaping customer experiences. However, keeping them motivated, confident and continuously growing can be a challenge. Effective upskilling requires both structure and trust: When employees understand their impact and feel supported in developing real-world skills, engagement naturally follows. To explore what works best in practice, Forbes Business Development Council members share their proven strategies for upskilling frontline staff while inspiring them to deliver exceptional customer experiences every day. Read on to see how you can implement these strategies in your business.

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With AI reshaping how content is created and audiences becoming more selective about who they trust, personal brands and influencers are entering a new era—one where being real, clear and genuinely useful matters more than ever. Technology will keep accelerating, but the voices that feel grounded, human and intentional are what will most stand out. Below, the members of Forbes Business Development Council share the emerging strategies personal brands and influencers should prepare for in the new year. From cultivating micro-communities to developing AI-native brand tools, these approaches can strengthen your credibility, capacity and overall influence in 2026 and beyond.

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Even when you’re just getting started in business, your website can project a powerful punch and consistent brand message—if you're strategically thoughtful about how to show up. That's where free website builders often come in handy, with countless widgets and design gimmicks immediately at your fingertips.  However, establishing a clean, intuitive, user-friendly experience can take your business further, while, alternatively, any clutter and confusion on your site may cost you dearly. To help new business owners make the most of low-cost tools and elevate their credibility in the marketplace, here, the members of Forbes Business Development Council each share a key factor to consider when spreading brand awareness to key target audiences through a free website builder.

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In today’s fast-changing business world, adaptability has become a defining skill for success that is oftentimes easier said than done. It isn’t something that can be mandated; it must be cultivated if it's going to last. From studying real-world business challenges to empowering employees to take ownership, adaptability becomes not just a response to disruption but a core competitive advantage. Below, Forbes Business Development Council members each offer other actionable ways that corporations can cultivate adaptability among their teams and why it works.

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In today's hybrid and remote workplaces, communication among leaders and their staff is even more critical. Leaders who focus on elevating their active listening skills may experience a better ROI in terms of motivating their team's performance rates and boosting employee morale on the job. In the same token, pausing to lean in and listen closely to understand some of their clients’ biggest challenges may generate smarter solutions and strengthen lasting business relations. The experts from Forbes Business Development Council can speak from solid experience on how active listening has improved their ability to build trust and community among their clients, direct reports and colleagues alike.

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On paper, investing in a co-working space with a partner can seem like a win-win—shared costs, new energy and room to grow. But without the right groundwork, that dream setup can quickly turn into a logistical (and financial) headache. Beyond the financial appeal, leaders must consider how aligned they are on culture, goals and compliance expectations. Factors like exit strategies, data security and shared responsibilities can make or break the partnership if not addressed early. Before you sign the lease or shake hands, take a step back. Here, Forbes Business Development Council members share what you should consider to ensure a co-working partnership builds opportunity—not tension.

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If you are thinking about making a career transition, you may want to consider becoming a business developer. When most people think about the job title and responsibilities, moving a highly sought-after client through the sales funnel process quickly and closing the deal ahead of competitors may be the first thing on their mind. However, the work of a biz dev professional offers much more than imagined. For starters, it's also about creating new opportunities that strengthen relationships and have a positive impact on communities.  To pique your interest further, 17 Forbes Business Development Council members open up about why they decided to get involved and what motivates them to remain.

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Today's younger consumers, including Gen Z, expect brands to feel authentic, adapt quickly and deliver real value. Staying relevant with this new generation of buyers is all about evolving with intention. If you're a business developer, you may need to rethink how products connect with your people, not just how they sell. Below, Forbes Business Development Council members share their tips for staying relevant as a new generation enters the buying market. Follow their advice to help you listen better, experiment smarter and meet the next wave of consumers on their terms.

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Business development leaders are always watching the trends that could give their companies an edge, whether by opening new markets, strengthening customer relationships or improving how teams work. Right now, many of the most exciting opportunities are tied to technology, and especially to the rapid evolution of AI. What stands out, though, is not just the tools themselves, but the creative ways companies are applying them alongside human-centered strategies like partnerships and human connection. Below, 20 members of Forbes Business Development Council share the trends they're most excited to explore to move their companies forward.

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Affiliate programs offer businesses a way to expand their reach and create new revenue streams through outside partnerships. However, lasting success depends on more than just signing up as many affiliates as possible. The most effective programs are built on thoughtful strategy: choosing partners whose audiences and values align, giving them the tools and support they need to succeed and providing incentives that reward long-term impact. Below, the members of Forbes Business Development Council share their top strategies for designing affiliate programs that deliver real results.

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When developing a pricing strategy for your organization, getting the foundational steps right can make the difference between long-term profitability and constant margin pressure. As a leader, you’re tasked with balancing two competing forces: ensuring your offerings are attractive in the market while still protecting—and ideally expanding—your margins.  Before locking into a final model, you need a clear framework for analyzing the data and aligning stakeholders on objectives. To help, 19 Forbes Business Development Council members share some practical first steps for establishing a pricing strategy that maximizes profitability without compromising your competitive edge.

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As subscription-based community platforms build their audience over time, it takes more than enticing sign-up rewards to keep first-time subscribers committed for the long term. Delivering continuous product value that resonates with present and future members of the community is essential to fostering a steady sense of growth and belonging with a safe space to open up to others. These are just a few of the deciding factors of a subscriber's choice to stay or go. If you want to ensure an innovative, engaging platform that meets people where they're at but enhances their professional development, 15 members from Forbes Business Development Council share some insightful ideas to build a subscriber base that may even nurture customer ambassadors who are happy to get the word out.

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Whether you’re hosting an in-person shopping experience with exclusive discounts and free giveaways for loyal customers or trying to reach a new audience altogether with the release of a debut product or service that resonates, securing a pop-up shop can give your brand a competitive edge.  Creating a lasting impression that captures and keeps the attention of your target audience, beyond the moment, requires careful planning and a willingness to address practical consumer needs. To set your brand up for success, 10 Forbes Business Development Council members each share one important factor to consider when preparing a pop-up.

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Business developers are uniquely positioned to drive positive change in both the workplace and the communities they serve. By applying strategic thinking and relationship-building skills beyond traditional sales and growth goals, they can help close critical gaps in physical and mental healthcare. From launching community-centered wellness programs to embedding health-focused technology into everyday platforms, today’s leaders are finding creative ways to meet local needs. Below, 15 Forbes Business Development Council members share these and other smart approaches to making a meaningful impact on community health and well-being.

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As brand visibility grows, so does the risk of bad actors exploiting your company’s name and logo online. Fake websites, impersonator accounts and counterfeit listings can erode trust quickly, and often without warning. The good news is that there are proactive, practical steps you can take to monitor and defend your brand in the digital space. Below, 14 Forbes Business Development Council members share some key strategies to help you and your clients stay a step ahead of online fraud.

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Customer service representatives are often the first, and sometimes only, human connection customers have with your brand. Their ability to communicate clearly, solve problems quickly and reflect your values makes them one of your most valuable assets. In a competitive hiring landscape, attracting and retaining top-tier CSRs takes more than just a good job description. To help your company build stronger frontlines, 20 members of Forbes Business Development Council share their top strategies for recruiting and retaining customer service representatives who not only support the brand but elevate it.

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Successful expansion into international markets is all about reading the signs of readiness. If you’re seeing consistent demand from overseas, hitting growth plateaus domestically or fielding inquiries from international partners, it may be time to look beyond your current borders. But external demand isn't the only factor to consider; you also need internal readiness—operationally, culturally and financially.  Here, 14 Forbes Business Development Council members present key strategies that can help you determine whether global expansion is a smart, sustainable next step for your business right now.

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The spark behind a great business initiative can come from anywhere—a customer complaint, an emerging trend or an untapped niche. But inspiration alone isn’t enough to move an idea forward. Deciding whether to invest time, money and resources requires asking the right questions about market need,  Below, 20 members of Forbes Business Development Council share where they find inspiration for new business ideas—and how they decide whether it’s worth turning that spark into action.

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A board of directors plays a key role in shaping organization's direction, providing oversight, guidance and accountability to drive long-term success. As a company evolves, bringing on a board can offer valuable structure and perspective, especially in critical periods of growth. However, deciding when (or whether) to formalize that kind of leadership isn’t always straightforward. Below, 14 members of the Forbes Business Development Council share how companies can benefit from appointing a board, and what they should consider before taking that step.

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Hiring the right sales leader can make a world of difference for your business. However, finding someone who can drive results while building a resilient, motivated team takes more than reviewing résumés or chasing past performance. It requires being intentional about how you hire, how you support new leaders and how you define success together. Below, the members of Forbes Business Development Council share their best tips for attracting and retaining high-performing sales leaders. Follow their 20 recommendations to onboard leadership talent who can help your organization grow.

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Even the most experienced business leaders encounter deals that don’t go as planned. Whether it’s due to miscommunication, shifting priorities or unmet expectations, a promising opportunity can quickly turn into a difficult situation. In those moments, how a leader responds can have lasting effects—not just on the deal itself, but on relationships, reputation and future opportunities. Here, 20 Forbes Business Development Council members share their insights on how to handle and recover from a business deal that’s taken a wrong turn.

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Whether due to shifting market conditions, funding freezes or a simple change in priorities, a sudden loss of funding can disrupt even the best-planned business development or research initiatives. While this can feel like a major setback, it doesn't have to signal the end of progress. In moments like these, taking strategic action to reassess and move forward can turn a funding loss into a pivot point for innovation. If you find yourself facing a sudden funding loss, follow this advice from the members of Forbes Business Development Council to regain momentum and move forward.

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B2B marketing is all about building credibility with the right people at the right time. As your company grows, the strategies that got you started often need to evolve to keep up with a more complex landscape. Below, Forbes Business Development Council members share their most effective strategies, both in terms of brand-building and lead generation. From sharpening brand positioning to rethinking how you engage across channels, their approaches offer practical, tested ideas that can help move your business forward.

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Sales training isn't a one-and-done process; it's an ongoing investment in your team’s success. From onboarding new hires to refining skills for seasoned reps, the most effective sales organizations take a thoughtful, structured approach to enablement. Below, 20 Forbes Business Development Council members share the best practices they use to keep their sales teams motivated and aligned with business goals. Follow their recommendations to boost your team's skills and effectiveness.

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The rise of fintech has brought about numerous opportunities for financial innovation, but it has also introduced a higher risk related to data security and regulatory compliance. Business leaders within these organizations must not only foster growth and agility but also implement effective strategies to ensure their companies adhere to strict data protection laws and financial regulations.  Below, Forbes Business Development Council members share their best practices to ensure compliance and data security are maintained within their fintech organizations. 

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In an increasingly global and interconnected world, a culturally competent leadership team isn't just a reflection of values—it’s a competitive advantage. Leaders who understand and respect different cultural perspectives can develop strategies that reflect and resonate with the needs of a wide range of employees and clients. To help, 20 Forbes Business Development Council members recommend their top strategies for cultivating cultural competence from the top. From prioritizing ongoing education to actively seeking diverse perspectives, these approaches can help you build a stronger, more adaptable leadership team.

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If you want your product or service to stand out in the marketplace, you need to capture consumers' attention and clearly communicate what makes it different. But how do you move beyond generic messaging and create a connection that truly resonates with your intended audience?  To help you do this, 20 Forbes Business Development Council members share the most effective strategies for showcasing the uniqueness of your product or service. Their insights will help your brand attract the right audience and turn differentiation into a real competitive advantage.

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As customer expectations evolve, leveraging data and technology is essential for creating seamless, personalized experiences. By using tools like predictive analytics, AI-driven insights and customer feedback platforms, leaders can anticipate needs, address pain points and deliver value at every touchpoint. Here, 20 Forbes Business Development Council members share strategies for harnessing data and technology to enhance your customer experiences. With their insights, you can stay ahead of shifting demands and set your company up for success.

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Expanding across borders is an exciting yet challenging leap for startups. Whether you're courting international investors or launching a go-to-market strategy abroad, navigating cultural nuances, legal landscapes and communication styles can make or break your efforts.  To help, 17 Forbes Business Development Council members share some common mistakes that can derail cross-border outreach. From researching regulatory requirements to aligning messaging with local markets, follow their advice to steer your fundraising and growth strategies toward global success.

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Addressing any breaches in ethics is critical for building trust within an organization. As a leader, ensuring accountability means fostering a culture where ethical standards are clear, violations are taken seriously and corrective actions are consistent and transparent. Below, Forbes Business Development Council members discuss practical tips for leaders to uphold integrity and maintain trust throughout their organizations. By implementing proactive measures, you can create an environment where ethical behavior thrives and accountability is the norm within your organization. 

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When a brand is trying to break into an underserved or underrepresented market, earning the trust and loyalty of the targeted audience is about building the right connections. Attending area events that enable company leaders and staff to become more familiar with the culture is just a first step.  To attract and retain clients and customers who will support and recommend your business to others, company leaders must demonstrate authenticity and genuine action—not just talk. And in a growing competitive landscape, it's important to stand out in the virtual world. Below, 10 experts from Forbes Business Development Council each provide their top strategies to help business leaders resonate with Hispanic, Black and other non-white digital media platforms of influence—and their audience.

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'Tis the season for businesses to connect with customers and drive revenue. However, your marketing strategy requires more than just festive cheer to capture shoppers' attention and foster brand loyalty. Below, 20 Forbes Business Development Council members share their secrets to developing a well-crafted and effective holiday marketing strategy. Whether it's creating personalized campaigns or getting ahead of the rush, these approaches can help your business make the most of this critical sales period.

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Here are some of the ways generative AI could come to impact the self-driving auto industry.

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In a competitive and tight economy, businesses need more than one source of revenue to grow and thrive. Diversifying income streams not only mitigates risk; it opens doors to new growth opportunities. To help you explore your options, Forbes Business Development Council members share their most effective and even unexpected revenue-generating ideas. These approaches can help your organization remain resilient and successful—even in challenging times.

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Reliable supply chain relationships are crucial for delivering consistent quality and ensuring customer satisfaction. When businesses build strong connections with suppliers, they can better anticipate challenges and minimize disruptions to maintain a steady flow of goods and services. Below, Forbes Business Development Council members share top strategies for building trustworthy supply chain relationships that support business growth and service delivery. From transparent communication to regular collaboration, these approaches can help you establish a responsive, resilient network.

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In the digital marketplace, attracting and retaining customers can be a challenge in the vast sea of the internet. How can businesses grab the attention of their potential and current customers and provide them with the highest level of customer service and satisfaction? Below, 16 leading experts from Forbes Business Development Council each offer one e-commerce tool or service that has helped their companies improve the customer experience. They also share why other brand leaders may want to consider their recommended solutions.

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It's easy for any organization to fall into public scrutiny no matter how big or small its profit margins are. Leadership teams who provide a welcoming environment to their employees, customers, and board members alike are more likely to build stronger alliances when it matters most and when the company needs to call on its loyal supporters to share their testimonies or customer and staff experiences. Here, 14 experts from Forbes Business Development Council each offer one strategy to consider when it comes to managing a company's reputational risk. 

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If you want your company's product or service to attract a certain segment of buyers in today's competitive business landscape, you must do the work to investigate what's trending and begin to think outside the box to deliver innovative solutions that will outperform your competing brands. Investing in research and development (R&D) is the best way to stay ahead of the curve, but it's also wise to ensure your R&D efforts align with your business strategies and goals. Here, 11 Forbes Business Development Council members share one factor that every biz dev leader must consider when investing in R&D to foster innovation and stay relevant in a rapidly changing industry.

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Finding and connecting with qualified leads is a crucial part of any business development strategy. While some prospects may naturally discover you through mutual connections or your shared content, others may never get the opportunity unless you make the first contact. Though a cold outreach approach can feel daunting, it can also help you make meaningful business connections and, ultimately, boost your organization's success. Below, 20 members of Forbes Business Development Council share some unique and effective cold outreach strategies to entice your prospects.

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To launch and maintain any successful establishment, business leaders must ensure they are able to deliver on what they promised their customers if they plan to grow the business much further. A diversified supply chain is the name of the game if you want to prevent or manage gaps in the delivery of your products to the end users effectively. In the new normal of work, experts from Forbes Business Development Council know how to navigate a supply chain breakdown and come out on top. Here, they each provide one best practice to manage and mitigate the risks that are associated with global supply chain disruptions.

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Artificial intelligence has the power to automate and streamline countless business processes and improve efficiency across just about every sector. However, AI tools (and the humans using them) need guidance and training to perform to their full potential, which makes strong leadership more important than ever. Below, members of Forbes Business Development Council discuss the leadership skills that are still relevant in the age of AI. From strong critical thinking skills to communication and empathy, these traits are crucial to leading any organization through the transitions that come with new technology.

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Understanding the size of your product's or service's intended market can help you make more informed business decisions. Whether you're entering a new industry or expanding within an existing one, it is important to stay on top of the opportunities and risks involved.  To help you do this, Forbes Business Development Council members share insights on the best methods for market sizing and why accurate measurement is crucial for long-term success. From social listening to modeling tools to customer interviews, these approaches can help you accurately refine your market analysis.

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Here are seven key areas where AI can be leveraged to facilitate sustainability and other business opportunities for technology companies. 

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As Google algorithms continue to update, it can be difficult to choose the right SEO approach to take at any given time. To save your team from wasting time, it's best to focus on developing a plan that will help you reach your specific goals from quarter to quarter.  Gathering customer feedback will help you understand what is at the top of their minds and how you can tailor your offerings accordingly to meet their needs. Here, 19 members of Forbes Business Development Council share additional best practices for biz development leaders and teams who want to utilize search engine optimization to enhance their lead potential and grow their base.

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In a world where consumer and marketplace needs are constantly changing, there's no guarantee that what is trending today may not be long gone tomorrow. If you are a business development professional, knowing where to invest your company's time and money next is a big deal if you are trying to create long-lasting partnerships and innovations that could change your company's future for the better.  To help leaders and teams strategize creatively throughout the brainstorming process, experts from Forbes Business Development Council each share one method for coming up with good biz development ideas that will have potential success in the marketplace.

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Landing a large client can significantly improve your business's visibility and bottom line. To do so, business development professionals need to implement sales strategies tailored to these larger accounts. Below, 20 members of Forbes Business Development Council share their tried-and-true processes for attracting and retaining large clients. From conducting thorough research to assigning dedicated account leads, these strategies can help you land—and keep—your biggest clients yet.

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With an uptick in the use of artificial intelligence across industries and workplaces, there is no stopping the impact it is having on everyone’s professional and personal lives. To prevent biased patterns and behaviors, employers must keep human touchpoints in place throughout the process to maintain ethics and achieve expectations.  Building up a diverse task force of trained experts and groups from different backgrounds, nationalities and education levels is a starting point, but if the review process is not monitored regularly and reevaluated effectively, it simply defeats the company's efforts in most cases.  Here, 13 Forbes Business Development Council members share their best practices to help business leaders make smarter decisions when relying on AI outcomes—whether it's related to hiring the right candidate or investing in a product or service to expand the business.

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Even if they’ve been able to lead a successful brand for many years, seasoned biz development executives need to keep an open mind when it comes to trusting in some of the current retail trends. They can be smart ways to introduce your brand to people who are unfamiliar with your products and services.  Before you dive in head first, however, make sure you understand what your current customers want as well. Here are 13 suggestions from Forbes Business Development Council members that may pique your interest in the latest retail trends that will give your brand more exposure.