If most people in professional services firms contributed to winning more work from existing clients, introducers, and prospects, business development would feel less like a burden and more like a natural extension of the work. Firms would grow more sustainably, and individuals would have more fulfilling roles, which would support their career development.

I’m committed to making that the reality for more firms and the individuals within them.

Business development isn’t a focus in professional qualifications. In many firms, it isn’t expected until someone becomes senior, by which point they’re under pressure to bring in work, without the skills or confidence to do it well.

There is another way –  to establish a Business Development Culture so that business development is more consistent and achieves better results.

My framework, The 5 Ps of Proactive Business Development©, sets out what’s needed to build a Business Development Culture – to improve capability and deliver results from proactive business development. It forms the foundation of how I help you create a structured, skilled, and people-centred approach to business development, so individuals understand why it matters, what needs to be done, and how to do it.