5 BD Do's and Don’ts for 2025

Happy Wednesday all, and a new BD Tips Wednesday.

My 3 year old son is currently binge watching Hey Duggee's 'The Dos And Don'ts Badge'. The internet means he can have this on continuous loop. Frankly it's killing me (especially as we have school holidays here in New South Wales to contend with too!).

But, on the plus side, it has made me think of 5 'Dos and Don'ts' to get your 2025 Business Development Badge from GSJ!

The 5 Do's

1. Set clear goals and objectives for 2025

Successful business development begins with setting clear, measurable goals - SMART Goals. Set short-term, medium-term and long-term goals and objectives that align with your practice growth strategy.

2. It's all about relationships

By Issue 14 of BD Tips Wednesday, you'll know that business development is about building long-term relationships rather than seeking short-term gains.

In 2025 you need to be investing time in creating meaningful connections with prospects, clients and referrers.

So make sure to personalize your messaging - show genuine interest in your audience.

Keep in mind that strong relationships - built on trust - lead to referrals and repeat business.

3. Remember the Data!

More and more, decision making needs to be supported by data.

Make sure to utilize analytics to track performance, understand customer behavior, and identify new opportunities.

4. Collaborate

With everyone - your own teams, your competitors and other deal advisers.

If you want to be the 'trusted advisor' of your client, then you need to be inside the tent. Which means there is no such thing as competition, just collaboration!

5. Stay open to opportunities

Business is constantly evolving. Being flexible to these changes is key.

Be willing to adapt your approach and explore new opportunities as they arise.

The 5 Don’ts

1. Don't sell, educate

Business development is about understanding the needs of your client(s) and offering value. QED don’t push your service(s) without understanding your client's challenges.

Listen, then tailor solutions that address your client's specific issue(s).

Your goals should be to develop lasting relationships - be the trusted advisor - not the one-time transactional assistant.

2. Don’t look for the quick win!

'A bird in the hand is worth two in the bush'.

Anyone who has worked long enough in business development with professional services firms can tell you a story or two on this one!

While it is always tempting to focus on deals that yield immediate results, don’t do it at the cost of long-term strong relationships that will lead to significant opportunities in the future.

3. Feedback is an important!

Too many professional service firms misjudge the importance of feedback in their business development growth plans.

Whether it’s from clients, partners, or your own internal BD team, feedback will always help you improve your firm's offering. So use it constructively to strengthen your strategy!

4. Follow-up, follow-up, follow-up...

Don’t ignore the importance of the follow-up.

One of the biggest failings professionals have is failing to follow up with your prospects.

So, to keep the momentum going send a personalized follow-up message!

5. Never be afraid to say "No"

Not every opportunity is worth pursuing.

An important part of your business development efforts is recognising when to say "no".

For profit pursuing businesses such as professional services firms, saying "no" can be a bridge too far. But at the same time pursuing poor-fit opportunities is a massive waste of time!

Be willing to say "no" when a deal doesn’t align with your business's core values or strategic direction.

As always, get in touch if you need help with your business development strategy and activities.

Richard & GSJ