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You’re limiting growth if your strategy relies on inbound enquiries
Many firms depend too heavily on work coming to them. This often results in peaks and troughs, making it difficult to plan, grow, or invest with confidence.
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Reduce risk and drive growth - don’t leave BD to the few
When business development sits with a small number of people, opportunities aren’t maximised and there’s risk if those people leave or become incapacitated. Broader contribution creates greater reach and overall resilience.
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If you’re client facing, BD is not an option - it’s essential
Clients choose professionals they trust and feel confident in, they rarely select on technical ability alone so business development can’t be left to others.
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It doesn’t matter how good you are, if you’re the best kept secret in the firm
Many capable professionals miss out on opportunities simply because they are not known.
Visibility is a necessary precursor to winning more work.
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BD may not feel natural, but everyone has a part to play
Business development is often seen as something only certain personalities can do. In reality, most people can develop the skills to contribute in a way that suits them.
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When the team learn the skills and importance of BD, that’s when they embrace the knowledge
Individuals need to understand their vital role, the benefits to them and the firm, what business activity to do and have the skills to do it.
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Sharing BD skills with juniors will make them an empowered asset to the firm
The earlier individuals get involved, the more normal it becomes and the earlier their skills develop, so they can contribute more to the firm sooner and progress their career more quickly.
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A rhythmic BD culture creates rhythmic activity
Firms that only focus on business development when work slows down tend to experience repeated cycles of pressure. Consistency leads to more predictable outcomes.
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Getting clear on your BD strategy takes away the barriers
Without a clear focus on target clients, services, and priorities, activity will be scattered and less effective.
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Business development is far more than networking
While networking has its place, effective business development includes a range of other activities and skills.
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Don’t let your BD strategy go stale - keep it fresh and embedded in the firms culture
Treating business development as an occasional initiative limits progress. It needs to be part of regular conversations, processes, and expectations.
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Sophistication comes through time and practice
Business development develops in stages. Professionals and firms build capability gradually. As confidence and experience grow, so does the quality and effectiveness of their approach.