Thinking on how technical services firms grow.
A series on business development for technical and professional services firms: why capable firms stall, what growth actually rests on, and the light system that turns delivery into the next opportunity.
Delivery, trust and visibility. Which one is missing determines how growth stalls.
The BDF Health Index: what the eight dimensions measure, why the reading is defensible, and why it is a baseline rather than a benchmark.
The deep, mostly unspoken stories a firm tells itself about how growth happens, and a truer picture for each.
A light, strategy-led BD system in four phases: position, pursue, propose, and turn delivery into the next opportunity. What keeps it alive, and why installing it is harder than following it.
The methods on offer were built for other kinds of firm. What a system for technical services has to do, what is worth borrowing from each, and where the gap is.
What business development actually is, why strategy comes first, and the three foundations a firm grows on: service, trusted relationships, and visibility.
Technical services firms hit a growth ceiling while the work is as good as ever. Informal, relationship-driven BD has a structural limit, and crossing it takes a deliberate system.