As 2025 comes to a close, the role of the Business Development Manager continues to change. Markets are tighter, expectations are higher, and relationships matter more than ever. In this special NRG Insights compilation, we look ahead to 2026 and break down what genuinely separates strong BDMs from the rest.
This episode brings together insights from Jez Quinn, Dan Narwal, Andy Reid, and Will Calito, each offering a grounded perspective based on real experience in specialist finance.
Rather than focusing on scripts, targets, or surface-level tactics, the conversation looks at the behaviours and mindset that will define successful BDMs in the years ahead.
Caring Beyond Performance
Jez Quinn explains why genuine care still sits at the top of the list. Not just caring about personal numbers, but about brokers, clients, and the wider business. Skills can be taught, but commitment, pride, and ownership cannot. In a market where trust is hard won, this mindset becomes a competitive advantage.
Adaptability and Relationship Depth
Dan Narwal highlights the importance of staying adaptable in a specialist market that changes quickly. Criteria shifts, deal structures evolve, and no two cases look the same. The best BDMs stay ahead by understanding nuance, communicating clearly, and building relationships that last beyond individual transactions.
Resilience in a Demanding Market
Andy Reid focuses on resilience. Rejection, delays, and pressure are part of the job, and without resilience, consistency is impossible. The BDMs who last are those who can take setbacks in stride, keep perspective, and show up the same way regardless of market conditions.
Thinking Long-Term
Will Calito brings a broader view shaped by development and lending experience. He stresses the importance of looking beyond short-term wins and thinking in years, not months. Strong BDMs understand where their role fits into a longer journey for brokers, clients, and themselves.
Looking Ahead to 2026
Across all four perspectives, one theme is clear: the future of the BDM role is human. Technical knowledge matters, but attitude, judgement, and relationships matter more. As the industry moves into 2026, the BDMs who thrive will be those who combine commercial awareness with consistency, care, and credibility.
Whether you’re early in your career or already established, this episode offers a practical reset on what really counts in business development going forward.
If you like this episode, don’t forget to share and tag NRG in your post and let us know what you liked so we can record more fantastic content for you.
