In business development, usually business management consultancies look to the partners or senior consultants within the firm. Indeed, since the firm’s expertise resides within these individuals, it’s very difficult to uncouple them from the business development process.
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but stil , there are some sector where other business development services can be used more effeciently to increase profits. If you consider the business development process to include three key stages, finding, winning and retaining accounts, the areas where business development services work best are in the “finding†stage of the process. Before we explore how a business development services firm can help, let’s quickly look at why you should consider using one:
Potential
To be honest, how many project management consultants like cold-calling? Presenting to clients, yes, but actually cold calling no way. The art of the rainmaker may sit well with senior partners who have a large black book, but for many smaller firms business development starts from a cold contact. This is one area where a business development services company will bring additional capabilities.
Positioning
Smaller business management consultancies employ an external company to provide business development services can help with positioning with a prospect client. After all, if the senior partner is cold calling a prospect and dealing with their PA, what does that say? Isn’t it better to get your business development services firm to set up the meeting?
Effectiveness
 Finally, for many management consultancies, using an external business development services firm is both more efficient and cost effective. Utilization and maximizing billing is the manta of many a successful consultancy. If it’s possible to get someone to do the work for you better and at less cost than your own billable time, doesn’t it make more sense?