Agency Consultants: How Do You Approach Business Development?

What strategies do you use for business development?

To spark some ideas, here are a few tactics that I’ve found effective:

  • Live Job Searches: Look for open positions on Indeed or other job boards, identify the hiring manager, and initiate a cold email sequence or cold call with a Spec CV.

  • LinkedIn Cold Messaging: Use LinkedIn Sales Navigator to pinpoint your target audience. Set up a three-step connection sequence: send a simple connection request, provide value in your follow-up, and include a call to action.

  • Email Marketing: Compile a list of your target audience from LinkedIn, export their email addresses, and launch a three-stage email marketing campaign.

  • Insights Campaign: Produce market insights on salaries, industry trends, executive movements, and outlooks. Distribute this information via email or incorporate it into your LinkedIn messaging strategy.

  • LinkedIn Ads (currently testing): Define your target audience and create an ad. For users who engage with your ad, retarget them with more direct lead generation forms. I’m exploring this to improve inbound leads. While traditional methods like phone calls are often recommended, a scalable funnel using LinkedIn retargeting ads could prove invaluable…if it works. So far, I’ve spent £200, received 39 paid clicks, and had 6k impressions, but I view most of those as irrelevant for now. I’ll keep you updated!

  • References: During candidate interviews, ask for references and work on converting those contacts into leads.

  • CV Research: Look into previous employers to identify hiring managers, then initiate cold emails or calls.

  • Interview Intel: Find out who the hiring manager is, check if they’ve resigned or are being replaced, and seek permission to reach out. Follow up with a BD email or cold call.

  • Candidate Interview Insights: Inquire about where candidates are interviewing, identify the hiring manager, and reach out via email or cold call.

  • LinkedIn Open to Work: If someone is labeled as “open to work,” connect with their hiring manager using a thoughtful outreach sequence.

  • Client Referrals: Ask your current clients for referrals to help expand your desk.

  • LinkedIn Context Posting: Regularly share industry insights on LinkedIn to establish your voice and attract inbound or warm leads.

What additional strategies do you use?

P.S. I’m not asserting that these methods are definitive; they’re simply some approaches I’ve encountered.