Business Development work requires a certain suspension of disbelief to function smoothly. In the initial stages of any conversation both parties have to be open to undiscovered possibility. Often the most profitable opportunities only become clear after a false start or two.
I’m naturally optimistic and I allow myself to be seduced to new possibilities in initial meetings with potential partners. The positive side of this is that I’ve been involved in some creative and profitable deals that wouldn’t have come off without a period of listening and exploration. The negative side is that it is very easy to send misleading signals to the other side who interpret your enthusiasm to engage as a leading indicator of a pending deal.
The Gullibility Paradox