"The Fisherman is a model of both patience and well-timed aggressiveness that we need to land new clients. The fisherman also has the wisdom and respect to cultivate the fishing beds so as to always have a source of food (aka revenues)."
Well said. The ability to aggressively close business when needed and to grow early wins into great accounts is key for startups.
Fish Where The Fish Are = Sell Where The Deals Can Be Had
Another key skill of the Fisherman is knowing where to fish to be successful. This is critical in startups because the single biggest force working against business development efforts is chasing deals that do not bear fruit - or fishing where there are no fish. Getting a prospect to a quick yes or NO, is the best way to ensure time spent is fishing where the fish are.
Releasing The Catch
Sometimes in fishing you have to know when to throw a fish back because it's either dangerous, too small or the wrong kind of fish. This is the same in business development for startups as the wrong deals can eat into a startups's valulable and limited resources. In technology, wrong deals that continue to be pursued/brought aboard and not released in time, can eat into a company's development cycles and hinder future growth. The smart Fisherman knows when to keep a deal on board and when to throw it back.
There are more nuances here in this analogy but seeing that I am a Fisherman in real life both on and off the water, I'll keep the details to anyone who wants to ping me or challenge the thoughts. In the meantime here's to fishing where the deals are and to tight lines and a fish box full of signed contracts!