One Size Never Fits All: Business Development Strategies Tailored for Women

by Arin N. Reeves

Women are achieving equality in professional service firms by many metrics, but they continue to trail their male counterparts in making it to the very top leadership positions. While the public conversations have largely focused on women's concerns about work-life balance and their hesitation to lean in for opportunities, research demonstrates that the ability to develop business is a greater obstacle for women's success than any other reason. While most firms actively tout an active commitment to advancing women at all levels, they also adhere tightly to the use of traditional business development strategies, strategies that are unequivocally failing to capture the strengths of talented women in these firms. Through original research, detailed in the book, Dr. Reeves illustrates how women often are more successful in certain aspects of business development (networking, establishing relationships, delivering excellence in client service), but firms primarily reward closing the sale and getting the credit for the sale--two areas where women are less successful using traditional business development techniques. Dr. Reeves explains why most women (and also most men) fall prey to this flawed traditional business development approach and offers a series of alternative approaches that professional women (andmen) as well as the firms in which they work should use instead. Dr. Reeves's groundbreaking research and innovative solutions will revolutionize business development for women (and most men), and propel women into the leadership roles which have evaded them in the past.

Genres: Business

268 pages, Hardcover

First published August 4, 2014

About the author

As a researcher, author, and leading advisor to many of America’s top executives, Dr. Arin N. Reeves offers expertise and insights on a wide range of leadership and workplace culture topics.

Arin is intellectually voracious and committed to exploring diverse, and often contrarian, perspectives in her research and writing. For over 20 years, corporate leaders have turned to Arin to consult on their most formidable challenges, both in the workplace and the court of public opinion.

Arin is a best-selling author of three books: The Next IQ, One Size Never Fits All, and Smarter Than A Lie. Her latest book, In Charge: The Energy Management Guide for Badass Women Who Are Tired of Being Tired, was released on March 15, 2022.

Arin has designed and led comprehensive research projects on topics including gender equity, generational diversity, LGBTQI diversity, racial/ethnic, diversity, cultural integration, implicit bias, transformational leadership, and working through generational differences.

She is the founder and Managing Director of the research and advisory firm Nextions, which specializes in workplace culture change.
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Arin began her career as a practicing attorney. She then earned her doctorate in sociology at Northwestern University, where she has served as an Adjunct Professor teaching classes on law and society.

Reviews

[Heather · Rating 3 out of 5]

3.5 stars.

[Donna Maguire · Rating 5 out of 5]

I received a copy of this book in exchange for an honest review. I was attracted by the title and the overview given of the content. The book is very well written and imformative and it is one of the best business books I have read for a while. it covers a good variety of topics, it really encourages the reader to look to develop themselves and gives ideas on how to do this. It is well worth a read for women, and men alike.

[Laura Richardson · Rating 4 out of 5]

While this book wasn't the style I normally enjoy reading, I can appreciate the book for what it is. I like that it was so practical, was well researched and provided lots of useful information and recommendations. Although the name indicates this book is tailored to women, I can see men enjoying and benefiting from the read as well.

*** I received a copy of this book through Goodreads Giveaway, however all opinions are my own**

[Mary Pat · Rating 4 out of 5]

Very engaging reading, and I found it to have lots of practical recommendations, as well as research to back up the findings.

I'm not in the particular business model (namely, consultancies owned by knowledge-heavy professionals), but I can see how it can generalize to the broader corporate sphere.

[Kayla Mclendon · Rating 4 out of 5]

Great read for young women (and men)! I found the information to be useful and even motivational. I enjoyed reading through her research and the charts were helped me to better understand some of the information. Would recommend to everyone to read!