Finding and developing a business growth mind-set

Whilst it is probably not surprising, we have been discussing the learning from our recent Compass Meeting on attracting and retaining talent, many of our client conversations over the last two weeks have centred on finding people with the right mind-set to help grow a business.

“I just can’t get them to step up and go the extra mile”

“I want someone to take on the responsibility”

“I want to find more people just like me”

In these discussions we have found ourselves talking about the need to find and develop the right mind-set – rather than just skills, capability and experience. An associate’s mind-set is very different to that of an employee which, in turn, is very different to that of a business developer.

  • An associate may have a mind-set that says something like “I’d like a lifestyle that suits; I’ve got some specific capability; I don’t like selling; I’d like a steady stream of work; who can help me find that?”
  • An employee could be thinking “I want a job but what can I do? I’ve got these qualifications and this experience, I live in this area, who is advertising for work? What are they willing to do for me? Will the pay me more in time?”
  • Whilst a business developer will be trying to establish “How can I make a real difference and feel a sense of achievement? How do I shape my own destiny, control the risk and benefit in the reward? How might this help me accelerate my progress towards my goals?”

Whilst we do believe in human potential, based on our own and our clients’ experience, it is very difficult for someone with an associate or an employee mind-set to make the switch to that of a business developer. At the same time, most of the ambitious business owners wish they had 1 or 2 people with a business developer mind-set. Instead, they find themselves with a team of associates or employees.


  • to what extent do your people have the right mind-set to help grow your business?
  • if the right mind-set is missing, how do you plan to find or develop it?
  • what are you willing to give up, in return for the right mind-set?

To discover more about how we can help your and your business please visit our website or contact

About adampscampbell
Passionate about helping ambitious business owners to create sustainable success. For information on our work with our broader client base please feel free to look at the website To connect more with our work with ambitious business owners follow me @adampscampbell or connect at

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