Join Neil Barrow for this Strategies & Tactics edition as he unpacks key takeaways from his conversation with Alissa Kolm. Neil dives deep into two specific areas: defining what it actually means to "add value" and the mechanics of the old-school, but highly effective, "drop-in" strategy.

Neil breaks down the "3 I's" framework for cultivating new relationships (Invites, Insights, Introductions) and shares his own war stories from his ADP days about mapping out drop routes. He challenges listeners to stop overcomplicating outreach and start using simple, low-friction tactics like joint COI calls and cookie drops to crack open doors that emails can't.

Outline:

• 00:00 Cultivating relationships with the 3 I's

• 01:25 Defining value as a connector

• 02:07 The strategy of joint COI calls

• 03:02 Executing old school drop-in tactics

• 04:25 Planning joint drop-off days

• 05:49 Cold outreach to build referral networks

• 06:46 Invites, Insights, and Introductions deep dive

• 08:40 Creating accountability with calendar blocking

• 10:06 Summary of practical BD tactics

About the Guest (Featured in this Analysis): Alissa Kolm is a Business Development professional and Relationship Manager who specializes in activity-based selling. She built her career by launching new markets from scratch, leveraging high-volume activity and strategic partnerships with COIs to drive long-term growth.