DARLING PROJECTS
DARLING PROJECTSOPERATING CREED

Operating Creed

  1. Focus where favorable conditions exist. Account selection is a strategic business development function.
  2. Read movement before status. Change events often create more useful signals than static account descriptions.
  3. Use questions as sensors. Each question should improve visibility into structure, commitment, risk, timing, or alignment.
  4. Separate capability from fit. The ability to perform work does not automatically make the work strategically attractive.
  5. Distinguish customer value from value alignment. A customer may value a deliverable that underuses provider strengths.
  6. Look for shared future-state success. Strong opportunities improve conditions for the stakeholders required to advance them.
  7. Advance with evidence. Movement should be supported by observable behavior, documented priorities, access, information, or commitment.
Final Position: Business development success improves when time, attention, and resources are concentrated on opportunities where customer need, provider strengths, stakeholder alignment, timing, economics, and desired future state already intersect.