If you sell advice, BD isn’t a side project. It’s a weekly habit. You don’t need a new CRM, a rebrand or a motivational poster; you need clearer conversations, faster follow-up, and a pipeline you actually review. In proper Tenandahalf fashion, here are 4 simple, repeatable tips—each with a script, a micro-metric, and a Monday-morning action. Keep it human. Keep it short. Keep it moving.
1) Ask better first questions
Why it matters: Most first meetings drift into free consulting. Better questions surface commercial intent and shorten the path to a next step.
Use these 3 every time:
- “What prompted this now rather than last quarter?”
- “What does ‘good’ look like by [date]?”
- “If we do nothing for 90 days, what’s the risk?”
Meeting close (15 seconds):
“From what you’ve said, success is [A] by [date] with [risk] reduced. The next sensible step is a 20-minute scope call with [stakeholder] so we can price 2 options properly—how’s Tue 10:30?”
Micro-metric: % of first meetings that end with a dated next step (target: ≥70%).
Monday action: Put the 3 questions on a sticky note next to your webcam.
2) Follow up within 24 hours (always)
Why it matters: Networking is the start; follow-up is the work. Momentum dies when you wait.
Same-day email (copy/paste):
Subject: Good to meet today
“Hi [Name], good to speak about [issue]. Here’s the 1-pager I mentioned.
Two ways forward:
- Core: focus on [A&B]; fee £[x]; delivery by [date].
- Full: add [C]; fee £[x+]; accelerated to [date].
Reply ‘A’ or ‘B’ and I’ll lock the plan. If you prefer to talk it through, I’ve got Wed 12:00 or Thu 09:30.”
Micro-metric: Time from meeting end to follow-up sent (target: ≤24 hours).
Monday action: Build a 1-page template (assumptions, scope, 2 options) you can drop into any email.
3) Offer 2 options or send nothing
Why it matters: Single prices invite haggling. Two clear, outcome-based options create agency and reduce friction.
Frame value before numbers:
“You’re buying earlier certainty and fewer loops—not hours. Here are 2 routes:”
Option set (example):
- Core outcome – Scope A&B; weekly check-ins; delivery by [date]; £[x].
- Full outcome – A, B & C; senior input up-front; accelerated to [date]; £[x+].
Handling “sharpen the pencil”:
“We can match the number if we change the shape. Would you rather narrow the scope or extend the timeline?”
Micro-metric: Proposals issued with 2 options (target: 100%).
Monday action: Save 2 pricing templates per service line: one “Core”, one “Full”.
4) Run a simple weekly BD huddle (15 minutes)
Why it matters: If BD is everyone’s job, it’s no one’s job. A short, focused rhythm beats heroic, end-of-quarter pushes.
Agenda (stick to it):
- Wins: 1 minute—what converted and why.
- Top 5 opportunities: status, next step, owner, date (no war stories).
- Next 7 days: who gets an email/DM/phone call today.
- Blockers: name them, fix them, move on.
Rules: Cameras on; numbers visible; no meeting without dates.
Scoreboard (4 numbers to show):
- Qualified meetings this week
- Meeting → proposal conversion %
- Proposal win-rate %
- Average realisation/margin
Micro-metric: % of opportunities with a dated next step (target: ≥85%).
Monday action: Calendar-block a 15-minute slot and share a one-page pipeline view before the huddle.
Putting it together: a 30-day BD sprint
Week 1: Use the 3 questions in every first call; send same-day follow-ups.
Week 2: Convert all proposals to 2 options with value headlines.
Week 3: Host a 45-minute online roundtable on your hottest client pain; invite 6 people you’ve spoken to this month; follow up within 24 hours.
Week 4: Run the BD huddle twice; close loops on every “nearly there” with a 2-line nudge and 2 time slots.
Handy lines for awkward moments
- Scope creep: “We can hold the fee if we revert to A&B and park C, or add £[amount] to include C and keep the deadline—what suits?”
- Competitor cheaper: “If the lowest price is the driver, they may be better. If certainty and speed matter, we’re the right fit.”
- Timing drift: “Let’s put a pin in [date]. If it slips, the shape and price may change as risk and capacity do.”
- Referrer ask: “Who in your portfolio is wrestling with [issue]? A 15-minute sanity check might help them decide.”
What to track (light-touch, no dashboards for show)
- 10 conversations → 4 next steps → 1 live opportunity. Check your ratios monthly.
- Cycle time: days from 1st meeting to signed engagement (aim to trim by 20%).
- Option mix: % choosing “Full” (target: ≥35%).
- Write-offs: trend down as scope control improves.
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