In this episode of I Hope This Email Finds You Well, Neil sits down with Brooke Pratt, Senior VP of Growth at Praesidium, to discuss how to build a highly focused business development engine from the ground up. If your firm is struggling with stalled deals, this conversation reveals why giving prospective clients too many options creates avoidance, and why educating your buyers without driving a decision is a massive waste of time.

Brooke shares her exact playbook for scaling firm growth without relying entirely on your busy consultants. You will learn how to transition a firm from passive, word-of-mouth referrals to a proactive revenue machine by qualifying the right leads and keeping client conversations focused on the actual problem.

Chapters:

00:00:00 The Consulting-Led Growth Trap

00:00:22 Introduction

00:01:53 The BD Combo Meal

00:07:13 Brooke's Career Journey

00:11:59 Getting Consultants to Create Content

00:14:40 Testing New Growth Initiatives

00:17:40 Building Presidium's Foundation

00:21:45 Implementing CRM and Messaging

00:26:38 Structuring the BD Team

00:30:39 Hiring for Business Development

00:32:04 Keeping the BD Team Focused

00:36:06 Developing an Annual Growth Plan

00:41:17 Building the BD Tech Stack

00:42:53 Industry Benchmarking for Revenue

00:46:04 Outro