The Business Development Mistake I Made Chasing a Funded Buyer
Every September, consulting founders get excited because budgets are decided. But a decided budget is not a deadline. I’m writing this before the September rush,
Every September, consulting founders get excited because budgets are decided. But a decided budget is not a deadline. I’m writing this before the September rush,
There’s a familiar pattern I’ve seen play out for years as consulting businesses grow. In the last six months, three founders said almost the exact
6 new clients in a year. 4 direct. 2 through partners. That’s what Devin Valencia built after getting his ServiceNow consulting practice in front of
We closed a big consulting deal in two weeks. But the typical sales cycle was 6 months. Here’s what happened. The company had the same
Last week I built a pipeline diagnostic. People used it. Then they told me what was wrong with it. Ten questions, designed to identify the
How do you sell based on outcomes when the proof takes long to arrive, but your engagement is only for 6 to 9 months? That’s
Seven years inside a Big 4 firm. €1M consulting practice in 24 months. Stepan didn’t wait until he resigned to build his pipeline. He built
Canada has slipped into a technical recession. The “R” word is back. If you’ve followed my content for a while, you’ll know I don’t believe
Three consulting founders. Three different hires. Same outcome.Fractional head of sales. Lead gen agency. Strategic partnership.Six months in: no pipeline movement. The conclusion everyone of
The most dangerous BD activities are the ones that feel productive. Most consultants I know are not avoiding business development. They are doing it every