The Minimum Viable Business Development System
One of the biggest shifts I had to make when I started consulting was realizing that business development doesn’t stop when you get busy.
In fact, that’s when it matters most. When I look back at periods where my pipeline felt healthy, it was because I was consistently doing small things that kept me visible.
The reality is that business development is an operating rhythm.
My Rule
Every week, I want evidence that I created opportunities for my future self.
That might look like:
Posting or engaging in content
Reaching out to someone
Following up on a conversation
Attending an event
Sending a newsletter
Asking for an introduction
Publishing a case study
Some weeks it’s one thing and some weeks it’s five.
The Three Buckets
I think about business development in three categories:
1. Visibility
People need to know you exist.
Content.
Speaking.
Networking.
Showing up.
2. Relationships
People hire people they trust.
Conversations.
Follow-ups.
Introductions.
Helping others.
3. Opportunities
Potential client conversations.
Discovery calls.
Proposals.
Referrals.
Partnerships.
We tend to focus on opportunities, but those are the result of visibility and relationships built months earlier.
The Minimum Standard
If you’re busy with client work, don’t try to do everything. Just maintain the habit.
Set a goal and be consistent - that’s enough to keep the flywheel moving.
Your Current Clients Are Your Pipeline
An important thing to know is that your existing clients are more than likely your next clients or the path to them.
One of my clients has referred me to 3 others. All of my clients have engaged me for multiple projects. Over 4 years, I have only had 9 clients.
When you are actively in an engagement, be sure to identify other areas and ways you can bring value and deliver impact to the business. Share recommendations and solutions with your key stakeholders, build cross-functional relationships, and aim to be in the sweetspot of strategy and execution - that is the recipe to longevity.