Most professional services firms approach growth the same way: copy what their competitors are doing, refine it slightly, and hope for better results.

In this episode of Breaking BizDev, we explore why that mindset creates stagnation—and why the firms that grow fastest often look outside their industry for better strategies.

We talk about the “professional services echo chamber,” why benchmarking can backfire, and how borrowing ideas from other sectors can unlock differentiation, stronger positioning, and a more scalable approach to business development.

If you're a firm owner, doer-seller, or sales/marketing leader trying to break through a growth plateau, this episode will give you a sharper way to think about what actually drives sustainable firm growth.

CHAPTERS:
00:00 Introduction
02:06 Cross-Industry Insights
04:04 AEC employs more seller-doers
09:15 Accounting firms are digitally mature
13:21 Creative agencies have strong account management
17:33 Wealth Management firms use Centers of Influence
23:42 Different pricing models across industries
28:08 Conclusion

Research mentioned in this episode:
• 2026 High Growth Study by Hinge Marketing
• AEC.BD report by Stambaugh Ness and SMPS
• Marketing Budget Benchmark Study by the Association for Accounting Marketing

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Most business development conversations don’t fail in the meeting—they fail in the follow-up.

In this episode of Breaking BizDev, John Tyreman and Mark Wainwright unpack the DOs and DON’Ts of follow-up and explain why it’s one of the most critical—and most mishandled—parts of business development.

They frame follow-up as a link in the chain that either moves opportunities forward or quietly pulls them backward. Through real examples from sales and marketing, they show how effective follow-up builds clarity, trust, and momentum—and how bad follow-up (or none at all) derails deals.

You’ll learn:

• What good follow-up actually does in sales and business development
• Common follow-up mistakes that break momentum
• Why “just checking in” often does more harm than good
• How follow-up supports choreography from conversation to contract
• The difference between sales follow-up and marketing follow-up

A must-listen for consultants, firm owners, doer-sellers, and anyone responsible for generating and closing professional services work.

Past episodes mentioned:

• The Psychology of Familiarity: Building Trust With Mere Exposure
• Checking In, Ghosting, and the Magic Email

Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7

Most professional services firms depend on doer-sellers—but few take the time to examine how sales responsibility is actually distributed across the organization.

In this episode, John Tyreman and Mark Wainwright introduce The Doer-Seller Bell Curve, a simple framework for firm leadership to understand the breakdown of people “doing the work” and “winning the work.”

They discuss why many firms are skewed toward doers, why mid-career professionals often represent the greatest opportunity (and risk), and why relying too heavily on long-tenured sellers can undermine long-term growth and succession.

You’ll hear insights on:

• Why excellent delivery rarely guarantees future work
• The cultural and structural forces that shape selling behavior
• Common pitfalls of the doer-seller model
• How firms can intentionally shift the curve over time

This episode is for firm leaders who want to build a healthier, more sustainable approach to business development—without forcing everyone to “be in sales.”

Past episodes referenced:

• Mastering BizDev In Your Career: From Junior Practitioner to Managing Partner

Share your feedback in our listener survey: https://www.surveymonkey.com/r/8V9T6Z7