In this Strategies & Tactics edition, Neil Barrow distills the single most important takeaway from his conversation with Kate Hall: The shift from "Employee" to "Owner."

Neil challenges every business development professional to stop waiting for permission and start treating their territory, network, and pipeline as their own personal business. He breaks down exactly what "Thinking Like an Owner" looks like in practice - from refusing to let leadership dictate your success, to adopting the "Break Glass in Case of Emergency" mindset that forces you to take extreme ownership of client outcomes.

Outline:

• 00:00 Strategies & Tactics: The Kate Hall recap

• 00:45 The "Break Glass" Strategy (Taking extreme ownership)

• 02:00 Why "doing whatever it takes" is an owner trait

• 03:00 Scheduling your outbound call block (The owner's discipline)

• 04:00 Reviewing your losses to fix your business

• 05:45 The 2 non-negotiables: High Motor & Point of View

• 07:00 Drive = Mastery + Purpose + Impact

• 07:50 "This Is My Business" (The entrepreneurial mindset)

• 09:00 Creating clients for life by reinforcing credentials

• 10:45 The 2026 Challenge: Pick up the phone

About the Guest (Featured in this Analysis):Kate Hall is a Business Development Principal at Embark. She transitioned from Big 4 accounting to recruiting and finally to high-level business development, helping her firm achieve 12x growth through a relentless "entrepreneurial" work ethic and a "fire extinguisher" service philosophy.