Let’s Start a Conversation About Business Development

Tom McMakin

Tom McMakin

CEO, Profitable Ideas Exchange

+1 406 585 4162
Clients buy professional services based on referrals, relationship, and trust. Let me share what we have learned from our in-depth interviews with leading rainmakers. Let’s start a conversation about driving top-line growth for your practice by improving your firm’s business development capabilities.

To learn more, give me a call, send me an email, or enter your contact information in the form below.

I present an overview of professional services business development best practices based on in-depth interviews with leading rainmakers. The presentation includes an engaging 40-minute talk and 20 minutes of Q&A. Highlights include:

  • How most of what we know about sales does not apply to professional services
  • How thinking about how clients buy is a more productive perspective
  • How “shrinking the pond” and focusing on a niche produces results
  • How to use the Seven Elements framework to support prospects in their journey from a potential buyer to client

Price: $10,000 plus travel
(If your firm’s leadership will meet with me for 1-hour after my presentation and you buy a copy of How Clients Buy for each member of the presentation audience, I’ll be glad to waive my speaking fee.)

I lead a 3.5-hour interactive workshop designed to impart business development best practices. The workshop includes a powerful roundtable discussion based on pre-interviews of each participating executive to ensure the material meets the needs of those attending. Highlights include:

  • The struggles of engaging with potential clients
  • The way clients buy, including the Seven Elements of every engagement
  • The power of niching and narrowcasting—the Law of 200

Price: $16,000 plus travel

I conduct a 6.5-hour interactive workshop to develop business development best practices. Sessions include the regular half-day program plus a second, facilitated roundtable session focused on tactics. The full-day workshop also focuses on the development of customized practice plans including:

  • Statements of practice focus
  • Peer presentation and brainstorm
  • One-year action plan

Price: $25,000 plus travel