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What Most People Get Wrong About Networking in BD
- Sarah Sink
- 2 days ago
- 4 min read
Most people get networking wrong in business development.
They approach it like a performance. A polished introduction. A quick explanation of what they do. A subtle shift toward positioning as soon as the conversation begins.
It sounds professional. It feels productive. But it often creates distance instead of connection.
Because the biggest misconception about networking is this.
It is not about presenting yourself well. It is about making the other person feel understood.
The BD professionals who stand out do something very different. They show up as humans first and professionals second.
That does not mean they lack intention. It means their intention is focused on connection before conversion.
That difference changes everything.
People Remember How the Conversation Felt
Most people think networking is about being memorable. The reality is, it is about being relatable.
In a room full of technical expertise and strong capabilities, differentiation rarely comes from what you say about your company.
It comes from how you make the other person feel.
Did the conversation feel natural or forced?
Did it feel like curiosity or qualification?
Did it feel like a discussion or a pitch?
Most networking interactions are forgotten quickly. The ones that are remembered usually have one thing in common. They felt easy.
That ease does not happen by accident. It comes from being present in the conversation instead of trying to control it.
Why it matters: People are more likely to continue conversations with those who made the first interaction feel comfortable, not impressive.
Curiosity Is More Powerful Than Positioning
Strong networkers are not focused on explaining who they are right away.
They are focused on understanding who the other person is, what they are working on, and what is shaping their priorities.
That does not require a long list of questions. It requires genuine curiosity.
When someone mentions a challenge, a program, or a shift in direction, that is the moment to go deeper. Not to redirect the conversation back to your capabilities.
For example:
“What is driving that shift right now?”
“How has that changed your priorities?”
“What has been the biggest challenge with that so far?”
These are not sales questions. They are human questions.
Why it works: People open up when they feel understood, not when they feel evaluated.
Your Story Should Be Earned, Not Delivered
One of the most common networking habits is jumping into a polished introduction too quickly.
It often sounds something like this:
“Hi, I am in business development at a CDMO that specializes in…”
It is not wrong. It is just premature.
The strongest BD professionals let their story come out naturally, based on the conversation. They respond to what was said instead of delivering a rehearsed overview.
If someone asks what you do, answer clearly. But keep it conversational. Leave space for dialogue.
Your goal is not to present. It is to connect.
Why it works: Conversations feel more authentic when they are built, not delivered.
Follow-Up Should Feel Like a Continuation, Not a Reset
Most networking follow-ups fail for a simple reason. They ignore the conversation that just happened.
Generic messages, templated outreach, and immediate positioning break the continuity that was just created.
A strong follow-up reflects something specific:
A topic you discussed
A challenge they mentioned
A moment that stood out
It shows that you were paying attention.
For example:“It was great talking about your scale-up challenges earlier. I have been seeing similar pressure points across a few teams recently.”
That is enough to reopen the conversation without forcing it.
Why it works: People respond to relevance. Not repetition.
Networking Is Not About Immediate Outcomes
This is where many BD professionals struggle.
They expect networking to produce quick results. Meetings. Opportunities. Pipeline.
But the most valuable connections rarely move that fast.
Strong networkers understand that networking is about building familiarity over time. They stay present without being intrusive. They re-engage when it makes sense. They contribute when they have something relevant to offer.
They are remembered not because they pushed, but because they stayed consistent.
Why it works: Trust builds gradually. The best opportunities often come from relationships that were never rushed.
The Bigger Picture
Networking is not a performance. It is not a script. It is not a pitch.
It is a conversation.
The BD professionals who do it well are not the most polished. They are the most present. They listen. They ask better questions. They respond instead of redirect. They follow up with intention.
And over time, that approach creates something far more valuable than a quick win.
It creates relationships that actually lead somewhere.
If you want to strengthen how you build relationships, guide conversations, and create opportunities without sounding overly sales-driven, my course Ask Smarter, Close Sooner was built for business development professionals in CDMOs. It provides practical frameworks for connecting, communicating, and converting conversations into long-term partnerships.
For more insights and personalized support in navigating the biotech-CDMO landscape, visit www.yourpharmagirl.com and follow Your Pharma Girl on LinkedIn. Whether you need strategic guidance, tailored business development solutions, or expert advice on building lasting partnerships, I am here to help you and your team succeed at every stage of development.
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