Join Neil Barrow as he chats with Chad Corley, Senior Relationship Manager at Armanino. They dig into the internal and external components of business development - from tracking and nurturing referral sources to building relationships that create lasting deal flow.

Chad shares his unique journey from software sales to investment banking, and finally to a top 25 accounting firm. He breaks down the difference between "sales enablement" (helping partners win) and "origination" (hunting new business), and why successful BD pros must master both. They also discuss the "Hittin' Singles" mindset - ignoring the home runs to focus on consistent, daily activity that compounds over time.

Outline:

00:00 From software sales to investment banking

03:15 Identifying your top referral sources

06:40 Transitioning to a large accounting firm

09:10 Building your personal vs. firm brand

12:20 Sales Enablement: Helping partners win

16:45 Managing inbound leads with a CRM

20:30 The "Speed to Lead" advantage

24:10 Asking the right discovery questions

28:00 Connecting partners to Private Equity

33:50 Weekly routine: Hitting singles every day

About the Guest: Chad Corley is a Senior Relationship Manager at Armanino, one of the top 25 accounting and consulting firms in the nation. With over a decade of experience spanning software, startups, and investment banking, Chad specializes in Private Equity relationships and sales enablement, helping partners and internal teams drive growth through strategic connections.