Show Notes
Most consultancy owners approach business development reactively.
They rely on chasing leads, responding to enquiries, and following up opportunities as they appear.
But if you want to win higher-quality clients and bigger projects, that approach eventually hits a ceiling.
In this episode, I break down what strategic business development actually looks like inside a consulting business and why the best firms don’t just chase work — they win it by design.
We talk about the difference between daily lead generation (LinkedIn outreach, marketing, calls and relationship building) and the longer-term strategic BD activities that help you access better clients, bigger projects and more predictable growth.
I also share a real example from my own consulting business where we spent two years deliberately pursuing one ideal client, which ultimately led to a major long-term project worth millions in consulting fees.
Inside this episode we unpack:
• Why strategic BD starts with getting crystal clear on your ideal clients • How to identify the rooms your best clients are actually in • Why positioning and branding matter when pursuing elite clients • The power of referral partnerships in opening the right doors • How collaboration with other consultancies can help you win larger projects
If you’re tired of relying on ad-hoc business development and want a more intentional approach to winning better clients, this episode will give you a clear framework to start thinking more strategically.
👉 Check out our $10M+ Consultancy Roadmap Training. It’s a step-by-step guide to help you move from wherever you are now — whether that’s $1M, $3M, $5M or $10M and beyond — and build a business you can genuinely be proud of - https://youtu.be/qhusAlo3msw?si=JHK1JjXMMgJO08Hw
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