For principal-led firms and independent professionals

Your network is your pipeline.It just doesn't grow the way it used to.

Professional Services practices grow on referrals and people who already know your work. But the environment has changed. There are fewer in-person interactions and introductions, and more clients research on their own before reaching out.

Many firms now spend more of their limited business development time finding and building new relationships. The hard part is knowing which accounts are worth that time, and when.

I provide growth strategy and AI-native intelligence solutions that identify the accounts, contacts, and connections worth engaging, with the timing, context, and relevance to engage them successfully and develop the relationships that lead to future work.

I deliver the intelligence. You develop the relationships.
Your networks, connections, and outreach stay yours.

Book a 30-minute discovery call

Revenue follows relevance.

Clients buy from people who proved useful before there was anything to sell. Consistent usefulness builds presence, and presence earns the invitation to propose. Helping is selling, and selling rarely helps.

There is no easy button. A person still has to reach a person, make a connection and build a relationship. No off-the-shelf tool replaces that.

Hand-drawn Chutes and Ladders path with ladders and chutes

It's Chutes and Ladders, not tic-tac-toe.

Product sales runs like tic-tac-toe: run the play, take the square. Relationship-led growth is Chutes and Ladders. A contact lands at a new company and needs help, and you climb a ladder. A key client leaves, and you slide down a chute. Neither is in your control. The best strategy is more pieces on the board: advancing steadily, finding more ladders, and seeing the chutes coming.

That's a relationship pipeline: designed, developed and disciplined. It feeds the opportunity pipeline, and it's what makes growth sustained and predictable. The work is to strengthen it, develop it and grow it on purpose, not by chance.

Design principles I build from

Only a small fraction of your potential clients are in market in a given quarter.¹ The firms that win are already in the relationship when the need appears.
Influencers matter more than buyers. Executives engage once a need is diagnosed and money is on the table. Influencers are easier to reach, look for good ideas to champion, and become tomorrow's decision-makers.
The relationship owner has to be the one who reaches out. Buyers of professional services don't want to engage the "sales person." They want to engage with a practitioner. You can't outsource the function, but you can better enable the people who have the connections to develop them respectfully.
Without fresh intelligence, good people fall back on what's familiar: the same small circle of contacts, research they don't have time for, or generic outreach so they can say they reached out. That isn't a people problem. It's a relevance problem.

What accounts to target.
Who to engage.
When and why to reach out.

AI and automation now make it possible to run relationship-led growth with focus, at a scale a small firm couldn't reach before. I combine these tools with 25 years of experience selling professional services. I scale what is already working, and stand up new efforts you can run to fuel sustainable growth.

77% of firms already use AI for business development, but only 7% report a strong, growing pipeline.²

It's also a time of a lot of experimentation. If you've been burned by tools and services that over-promised, I understand. I've lived relationship-led growth roles across several types of firms, and as AI tools came to market I learned fast what works in professional services and what doesn't. I don't have every answer. I do know how to focus your market while also growing it, and how to get the most out of your existing network.

Focusing your market

Step 1 of 5

Illustrative.

Needles in a hayfield

Your network, an honest audit

Every dot is a company or contact you have a path to.

Illustrative.

Put together, the work answers three questions. What accounts are worth your time, scored on fit, not familiarity. Who to engage, and who in your network or firm can get you in. And when and why to reach out, based on the signals that show an opportunity is opening, with the context and message that will resonate.

Three areas of focus, run at the depth you need.

Every engagement starts from your ideal clients and the questions your team can't answer yet. The work covers three areas: your market, your network, and your offer and outreach. Start with one, or take on all three. Each runs as a one-week Sprint for fresh perspective and near-term focus, a Solution Build that leaves you a system you run yourself, and a quarterly Refresh that keeps the intelligence current.

Market intelligence

What accounts should we target?

Sprint: Your market scored and ranked, with contact info and the reason to engage each account.
Solution Build: Your ideal accounts and contacts enriched and loaded into your CRM, with dated buying signals.
Refresh: A rerun of your market to surface new targets and the accounts to act on next.

Network and pathways

Who should we engage, and who can get us in?

Sprint: Your first-degree network, across you and your team, enriched and scored for fit and timing.
Solution Build: Your second-degree connections at priority accounts, with the paths and messages to reach them.
Refresh: A refreshed read of your network and paths: who's new, who moved.

Offer and outreach

When and why do we reach out?

Sprint: A new or refined offer, and the outreach strategy, content and sequence to take it to market.
Solution Build: A 90-day plan, briefs on your top pursuits, and a content plan.
Refresh: A weekly or biweekly accountability program, tracker and content support.

Project-Based Engagements

Sprints1 weekFrom$5,000

Fresh perspective and near-term focus.

Solution Builds2 to 3+ weeksFrom$10,000

A system you can run yourself.

RefreshesQuarterlyFrom$1,500

Keep your targeting current and your activity on track.

For recruiters: the same engine that finds your ideal companies and anticipates postings can also focus on sourcing your talent network.

Time aimed at the right people, and conversations worth having.

Focus: You know which accounts are worth your time reaching out to, and why. Fewer hours on long shots.
Warmer starts: Outreach begins with people who know you, or someone you trust. Fewer cold, blind messages.
Relevance: You show up with a reason to talk now, in your own voice. More conversations that go somewhere.

More time, better aimed

Offload your research and targeting effort, so your time goes to engaging the right conversations or back to billable work.

Current state

"I can't tell which accounts I'd actually win."

"I don't know who to contact, when, or what would matter to them."

Desired state

"I know which ones I can win, and who can introduce me."

"I know who to contact, when, and what matters to them."

Illustrative, based on experience

What I build is simple enough to keep running, so it compounds quarter over quarter.

25 years selling professional services, 50% of proposals won. More than two years designing and delivering AI systems to evolve the function.

Experience across multiple agency and firm settings, with and without a tech product behind it.

Built the business development engine at XPLANE: the account team, the consultative selling method, the CRM it ran on.

Building AI-native intelligence and go-to-market systems for clients since 2024.

Recent work

Futuredraft, a product strategy and design firm.

Built their go-to-market function. Company-page followers up 735% in a year. More than 2,000 leads qualified.

North Highland, a transformation consultancy.

Built a peer-focused support program for Northwest professionals during the Covid lockdown. It led to an uncontested high six-figure PMO engagement.

XPLANE, a change management and strategy activation consulting firm.

Grew Intel and ICANN each past $1M a year in billings by turning projects into programs. Helped grow firm revenue from $6.8M to $10.9M in three years.

This model gives you more time and pays offwith 1 to 2 new clients or placements.

Book a 30-minute discovery call: what's working, what isn't, and what could be.