Business Development Consulting
Business Development Consulting for Firms That Don’t Want to Rely on a Few Rainmakers
Build a more systematic approach to business development that gives more of your professionals a clear strategy for generating referrals, expanding client relationships, creating new opportunities, and contributing to growth.
We got it.
Thank you for contacting us.
We’ll get back to you as soon as possible.
Build a Business Development System Around How Your Firm Actually Grows
In many professional-services firms, a disproportionate amount of new business comes from the same few people. When they’re busy, business development slows. When they retire or leave, important relationships can leave with them.
That’s not a sustainable business development strategy.
Polin Performance Group helps professional-services firms and B2B organizations build a more systematic approach to generating new business.
We start by understanding how your organization develops business today, what’s working, where opportunities are being missed, and what needs to change. Then we build a practical business development strategy around how your organization actually wins.
The goal is simple: give more of your people the strategy, structure, skills, and accountability to contribute to growth.
What We Build With You
Business development consulting shouldn’t result in another strategic plan that sits on a shelf. We create a practical strategy for
where new business will come from, how your people will create those opportunities, and how you’ll measure whether it’s actually happening.
1. A Business Development Strategy Built Around Your Firm
We develop your strategy around your goals, ideal clients, services, competitive strengths, existing relationships, and the activities most likely to create new opportunities.
Your professionals gain greater clarity about
who they should pursue, where they should spend their time, and what they should do to generate new business.
2. A More Intentional Approach to Relationships & Referrals
For many professional-services firms, some of the best opportunities already exist within their networks.
We help your team identify important relationships, centers of influence, and referral sources while becoming more intentional about strengthening those relationships, asking for introductions, and staying connected.
Referrals shouldn’t simply be something you hope happens.
3. More Opportunities From Existing Clients
Your next opportunity may already be a client.
We help your professionals uncover additional needs, make internal introductions, and identify appropriate opportunities to cross-sell services.
The objective isn’t to push more services. It’s to make sure clients understand the full range of problems your firm can help them solve.
4. Written Business Development Plans
Good intentions aren’t a business development strategy.
We translate organizational goals into actionable plans with clear target relationships, priorities, activities, responsibilities, and measurements.
Everyone understands
what they’re responsible for doing to contribute to growth.
5. Clear Metrics & Accountability
Business development becomes easier to manage when leadership can see what’s actually happening.
We help identify the activities and results worth measuring so you can see what’s working, where execution is inconsistent, and where additional coaching or support may be needed.
The goal isn’t activity for activity’s sake. It’s understanding which activities are actually contributing to growth.
When Does Business Development Consulting Make Sense?
You may not need another marketing campaign, networking event, or seminar.
You may need more structure around how your people develop business. Business development consulting may make sense when:
- Too much new business depends on a few rainmakers.
- Your professionals are expected to develop business but don’t have a clear plan.
- Referrals and relationships drive growth, but generating opportunities from them is inconsistent.
- Networking activity isn’t consistently turning into opportunities.
- Cross-selling opportunities within existing clients are being missed.
- Leadership has limited visibility into business development activity and results.
- Business development happens in bursts instead of through consistent, accountable activity.
- You want more people across the organization contributing to growth.
If several of these sound familiar, the problem may not be effort. It may be the absence of a clear business development system.
Built for Firms That Grow Through Expertise, Relationships & Trust
Business development looks different when clients are buying expertise rather than a commodity.
Law firms, accounting firms, financial advisors and RIAs, consultants, technology companies, and other professional-services organizations grow because prospective clients trust the people behind the service.
Relationships matter. Reputation matters. Expertise matters.
That’s why we don’t start with a generic business development playbook.
We build the strategy around your clients, services, people, relationships, competitive strengths, and how your organization actually wins business.
Our approach is practical and consultative, especially for professionals who may never think of themselves as salespeople.
We don’t teach your professionals to become stereotypical salespeople. We help them become more intentional and effective at turning expertise and relationships into new business.
Business Development Strategy
Is Only the Beginning
A written strategy creates direction.
Execution creates results.
Once your business development strategy is established, Polin Performance Group can provide customized sales training to develop the skills your people need and ongoing sales coaching to help turn those skills into consistent behaviors.
Sales Training
Build the System
Develop the skills your professionals need to prospect, network, ask for referrals, conduct better business development conversations, qualify opportunities, communicate value, handle objections, and win new business.
Sales Coaching
Make It Stick
Apply the strategy to actual opportunities through practice, feedback, accountability, and ongoing support.
Business Development Consulting vs. Sales Strategy Consulting
The two work together, but they solve different parts of the growth process.
Business Development Consulting
Business development consulting focuses on creating opportunities.
It determines:
- Who your ideal clients are
- Where new business should come from
- Which relationships and referral sources matter
- How to generate more introductions and referrals
- Where opportunities exist within current clients
- Which prospecting and networking activities to prioritize
- What individual business development plans should include
- How activity and accountability will be measured
Sales Strategy Consulting
Sales strategy consulting focuses on
what happens once an opportunity exists.
It defines how your team qualifies opportunities, conducts sales conversations, establishes next steps, manages the pipeline, shortens the sales cycle, and moves qualified prospects toward becoming clients.
The two work together, but they solve different parts of the growth process.
Key Takeaways
Business development consulting can help your organization:
- Reduce dependence on a few rainmakers by getting more professionals involved in growth.
- Create a repeatable business development strategy built around your ideal clients, relationships, strengths, and opportunities.
- Generate more value from existing relationships through referrals, introductions, and appropriate cross-selling.
- Give professionals clear individual plans so they know where to focus and what they’re responsible for.
- Create greater accountability and visibility into what’s happening and what’s producing results.
- Turn strategy into execution through sales training and ongoing coaching.
Frequently Asked Questions About Business Development Consulting
What is business development consulting?
Business development consulting helps organizations create a more strategic and systematic approach to generating new business. This can include identifying ideal clients, developing referral and networking strategies, expanding existing client relationships, creating individual business development plans, and establishing greater measurement and accountability.
Who is business development consulting for?
PPG’s business development consulting is designed primarily for professional-services firms and B2B organizations that grow through expertise, relationships, and trust, including law firms, accounting firms, financial advisors and RIAs, consultants, technology companies, and other organizations where professionals are responsible for generating business.
Do you stay involved after developing the strategy?
Yes. Depending on your organization’s needs, PPG can continue with sales training, individual or group coaching, accountability, measurement, and ongoing consulting to help turn the strategy into consistent execution.
Can you help create individual business development plans?
Yes. We can translate your organizational strategy into individual plans with specific goals, target clients and relationships, priorities, activities, and measurements appropriate for each professional.
READY TO MAKE
BUSINESS DEVELOPMENT
LESS DEPENDENT ON A FEW PEOPLE?
If too much of your organization’s growth depends on a handful of rainmakers, inconsistent referrals, or professionals developing business their own way, let’s talk.
We’ll start by understanding how you generate business today, what’s working, where opportunities are being missed, and what a more systematic approach could look like.
Every engagement starts with a conversation, not a pitch.
