The most successful small consulting firms I’ve seen have one thing in common.
They have everyone in the team, from analysts to project managers, dedicate time to business development.
A good yardstick to follow? At least 20% of every colleague’s time should be spent on BD, even if you’re a junior associate or an intern.
I incorporated this approach in my own strategic planning consulting firm for nearly 10 years, and it’s a proven way to drive new sales. When everyone takes ownership of business development, no single person bears the entire burden, and opportunities flow more consistently.
And if you’ve followed me for a while, you know I firmly believe founders should always be rainmakers. Business development should never be fully outsourced.
But that doesn’t mean you have to do it alone.
So what does business development look like in practice? It could be:
✅ Researching prospects and identifying decision-makers
✅ Keeping the CRM updated with fresh opportunities
✅ Bringing in referrals from your own network
✅ Writing and refining proposals
✅ Shadowing the founder in sales meetings
✅ Creating thought leadership or technical content as a subject matter expert
✅ Upselling and cross-selling existing clients
When every team member has a stake in growth, the firm not only scales faster but also builds a culture of ownership.
And let’s not forget incentives. Founders should always reward BD efforts, whether through commissions, bonuses, or clear policies around finder’s fees.
When everyone is involved in BD, the firm thrives. Culture strengthens. Profits grow. And most importantly, no one carries the weight of sales alone.
✍ If you run a small firm, how do you ensure others on your team contribute to business development?
Ready to add $100k-$500k revenue to your consulting business in 12 months or less without burning out? Schedule a call and let me show you how.
Image credit: Dalle-3
