Growth Strategy
Growth starts with knowing where to focus. I help firms identify the opportunities that matter, sharpen what sets them apart, and turn that clarity into a focused business development strategy.
Growth rarely comes from doing more of everything.
It comes from knowing where to focus.
Where Growth Gets Stuck
Most firms have no shortage of opportunities. The challenge is deciding which ones deserve attention. Without a clear strategy, business development becomes reactive — driven by individual relationships, one-off opportunities and disconnected marketing efforts.
A focused growth strategy starts by defining where the firm has the strongest opportunity to compete, what makes it meaningfully different, and which clients and markets it wants to pursue. From there, business development and marketing can work toward the same goal.
Common challenges include:
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unclear priorities for growth
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too many markets, services or audiences competing for attention
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strong capabilities that are difficult to differentiate
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business development efforts that lack focus or consistency
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opportunities for cross-selling or expansion that go untapped
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marketing that isn't aligned with the firm's business goals
Turning Strategy Into Business Development
Effective business development connects where a firm wants to go with how it positions itself, builds relationships,
and pursues opportunities.
FOCUS
Where should we compete?
Markets
Sectors
Target clients
DIFFERENTIATE
Why should clients choose us?
Positioning
Value
Messaging
DEVELOP
Where will growth come from?
Relationships
Targeting
Cross-selling
EXECUTE
How do we make it happen?
Business development planning
Coaching & training
Go-to-market
Areas of Focus
Typical areas of focus may include:
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Business development strategy and planning
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Business development coaching and training
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Market positioning and differentiation
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Target clients, markets and growth opportunities
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Client expansion and cross-selling
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Go-to-market strategy
