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Business development isn’t just about effort—it’s about direction. If your firm is stuck in last-minute outreach or relying on a few rainmakers, you’re not alone. The most successful firms follow a clear progression from reactive to proactive BD, moving toward a systematized, firm-wide approach. Where does your firm stand on the BD Maturity Scale? More importantly—what steps will take you to the next level? Explore our latest blog, "Advancing Business Development Maturity – A Roadmap for Long-Term Success," to learn how to make BD a sustainable, strategic advantage. Link in the comments ?? #BusinessDevelopment #BDMaturity #StrategicGrowth

BD Success Isn’t about doing more—It’s about doing the right things. Trying to connect with everyone? That’s a fast track to BD burnout. The most successful business developers focus on fewer, high-impact relationships—and nurture them strategically. Here’s how to make your BD efforts count: ? Track Progress – Focus on key contacts and monitor relationship growth. ? Leverage Strategic Introductions – Get warm referrals from your strongest connections. ? Create a BD Routine – Dedicate time to deepening relationships, not just expanding your network. ? Adopt a Value-First Mindset – Give before you ask—insights, referrals, and connections. A less is more approach leads to less effort, stronger connections, and better results. Read the full blog to learn why focusing on fewer, high-impact relationships is the key to BD success (link in the comments ?? ). #BusinessDevelopment

The Short List—Now Available on Audiobook! ?? Great business development isn’t about chasing more leads—it’s about focusing on the right ones. Too often, talented professionals fill their pipelines with names but not relationships, leading to a whole lot of effort with too little return. Here’s the truth: ? Less is more. The best business developers aren’t everywhere—they’re selective and strategic. ? Follow-up is everything. Most professionals underestimate how much time passes between touchpoints. The best rainmakers stay top of mind. ? Trust beats transactions. Clients and referral sources don’t just hire you for what you do—they hire you for who you are and how you show up. If this resonates, you’ll love #TheShortList, now available as an audiobook! Listen anytime, anywhere, and start building the kinds of relationships that drive strategic business growth. Listen now on Audible & Spotify with the link in the comments. ??

A well-timed, value-driven follow-up can be the difference between a stalled opportunity and a strong business relationship. Instead of just “checking in,” make your follow-up meaningful. Use this simple framework from The Short List by Author David Ackert to stay relevant and engaged with your prospects. ?? Identify a prospect you’ve recently pitched ?? Discover two new insights about their business ?? Use those insights to provide value in your follow-up ?? Reflect on what worked and refine your approach The best follow-ups don’t feel like follow-ups—they feel like progress. What’s your go-to follow-up move? Let’s share strategies in the comments. ?? For more resources from The Short List, check out the link in the comments. #TheShortList #BusinessDevelopment #FollowUpWithValue

Exercises from #TheShortList: Calendar Review Who’s on your calendar? Take a look at last month’s meetings and ask yourself: ? Do you have positive chemistry with these people? ? Do they elevate your thinking and capabilities? ? Are your relationships collaborative and forward-moving? If you answered yes, you’re likely surrounding yourself with people who contribute to your long-term success. If not, you may be running in place—or worse, losing ground. Your career trajectory is shaped by the caliber of the people you spend time with. A calendar review is a simple but powerful litmus test to assess whether your schedule is filled with productive, supportive relationships. Be intentional about who gets a seat at your table next month. And if your calendar is too full to add new names, it may be time to pare back on some commitments. Your bandwidth is finite—use it wisely. Find more exercises from The Short List by Author David Ackert with the link in the comments. ?? #BusinessDevelopment

Our Co-founder and CEO, David Ackert, recently appeared on Scott Love's The Rainmaking Podcast to share insights from his new book, The Short List: How to Drive Business Development by Focusing on the People Who Matter Most. In their conversation, David and Scott explore: ? The 80/20 rule in networking—focusing on the right 20% of relationships generates 80% of your results. ? The importance of creating a short list in today’s networking landscape. ? The Four C’s for qualifying a referral source for your short list: Character, Collaboration, Commerce potential, and Capability. Listen to the full episode with the link in the comments ?? #TheShortList #BussinessDevelopment

Is Your Network Set Up for Success? Your professional network can be a powerful asset—when used intentionally and thoughtfully. - Too small? Focus on building meaningful, strategic connections. - Too large? Strengthen relationships for deeper collaboration and impact. - Just right? Leverage your network to create new opportunities and shared success. Regularly assessing your network ensures it evolves alongside your goals, keeping you aligned with your path to success. For more exercises like this, explore David Ackert's The Short List, an actionable guide to evaluating and enhancing professional connections. Get your copy of #TheShortList today and discover more resources with the link in the comments.

?? Unlocking the Power of Strategic Relationships ?? I recently had the pleasure of joining Scott Love on The Rainmaking Podcast to discuss my latest book, The Short List: How to Drive Business Development by Focusing on the People Who Matter Most. In our conversation, we explored the biggest roadblocks professionals face in business development and how to overcome them with a targeted, relationship-driven approach. Here are five key takeaways from our discussion: 1?? Quality over quantity – Business development isn’t about knowing everyone; it’s about strategically focusing on the right people who can drive the most impact. 2?? Consistency builds momentum – Meaningful relationships aren’t built overnight. Small, thoughtful touchpoints over time are what strengthen trust and lead to opportunities. 3?? Value before the ask – The most successful rainmakers don’t just reach out when they need something; they proactively provide insights, connections, and support to their network. 4?? The fortune is in the follow-up – Many business opportunities are lost simply due to lack of follow-through. A well-structured system for staying in touch makes all the difference. If you’re looking to refine your BD strategy and strengthen the relationships that drive your success, tune in to my conversation with Scott. Link in the comments. #BusinessDevelopment #Rainmaking #TheShortList

The wait is over! #TheShortList by our Co-Founder and CEO, David Ackert, is officially here! Drawing on decades of experience coaching and training high-performing professionals, David offers a fresh, actionable approach to simplifying business development and building meaningful connections. What’s inside the book: - Practical exercises to help you build a thriving business network - Tools to define and develop your niche in professional services - Step-by-step strategies to advance relationships strategically Order your copy today with the link in the comments ??

Exciting news! Tomorrow marks the official launch of The Short List by our Co-Founder and CEO, David Ackert! Congratulations to David on this remarkable achievement! #TheShortList is a must-read for anyone eager to identify the right people to prioritize and transform those relationships into powerful career catalysts. Don’t wait—preorder your copy of this actionable guide today! Link in the comments.