How To Be More Strategic With Business Development
Most consultancy owners approach business development the same way.
Reactively.
Chasing leads.
Responding to enquiries.
Following up opportunities as they appear.
And it works.
For a while.
But eventually that approach hits a ceiling.
Because chasing work is not a strategy.
It's survival mode.
And if you want to win higher-quality clients and bigger projects — you need a different approach entirely.
You need to win work by design.
Not by accident.
In this week's podcast episode, I break down what strategic business development actually looks like inside a consulting business.
The difference between daily lead generation — LinkedIn, marketing, calls, 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 story from my own consulting business.
Where we spent two years deliberately pursuing one ideal client.
Two years.
It wasn't reactive.
It wasn't accidental.
It was intentional.
And it 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 ad-hoc business development and want a more intentional approach to winning better work — this episode will give you a clear framework to get started.
Click Here to watch the video.
Click Here to listen to the full episode.
One question to sit with this week:
Are you chasing work — or winning it by design?
To your success,
Josh
PS: If you’re interested, here are 4 ways I can help you right now:
- Grab a copy of my new book | Profitable Engineering Consultant | 9 strategies to grow with confidence, get your time back & consistently hit 30% plus net profit margins – Click Here
- Subscribe to our podcast | Learn how to run a more profitable consultancy and grow successfully – no fluff, just actionable and practical advice from someone who grew a consultancy to $30M and exited successfully – Watch Here or Listen Here + make sure you subscribe!
- Download our free Business Plan template | Map out your Business Plan & grow your consultancy with confidence – Click Here to download now
- Book a 20-minute Business Audit Call | We’ll do a full review & audit of your business, uncover the #1 bottleneck that's holding you back right now & develop a 3-step action plan together for how you can get results faster. You'll leave this call with a clear and actionable plan for what to do next in your business – Book Here
