Finding Your Edge - Being Unapologetically Authentic to Drive Relationships

Join Neil Barrow, host of IHTEFYW, as he chats with Emily Ackerman, Director of Business Development for the Southwest at Bennett Thrasher. They talk through the qualities of a successful business development professional, including: having a high motor, LinkedIn tips, managing your referral networks, and the #1 tip for new BD folks. We focused on how having a high motor and competitive drive contributes to your success in business development.

 

Strategies and tactics edition:

Authenticity

Mindset

• Professional vs friends
• This is the best way to build authentic relationships
• Takeaway - show your real personality to attract the right people into your orbit because not everyone is going to like you

Orbit

• Identifying referral relationships that can be friends - core nucleus - meet 1x quarter 1x1
• Moving those relationships to friends through events and common interests - concerts, music, food
• Driving referrals through friendship

Winning new business

• Qualifying through vibes
• If they are a client of a friend, they will probably get along with you
• Clients becoming long term relationships

About your host, Neil Barrow: Neil Barrow is the founder of Enabled BD, a consultancy that helps businesses build no-fluff, repeatable business development systems. With over 15 years of experience in sales, business development, and consulting, Neil has guided firms and leadership teams through the challenges of building the machine that drives growth.

Known for his straightforward approach and practical playbooks, Neil launched the I Hope This Email Finds You Well Podcast to share the conversations he wishes he’d heard earlier in his career — insights from people who’ve done the work, made the mistakes, and found better ways to win.

When he’s not recording, you’ll find him dadding and working with firms on BD!

About Our Guest, Emily Ackerman:

Emily Ackerman stands at the forefront of business development as the Director of Business Development for the Southwest Region at Bennett Thrasher, one of the nation’s largest and most respected CPA and advisory firms. With more than a decade of experience spanning accounting, finance, software, and media, Emily has built a reputation as one of the most influential connectors and strategists in the Dallas–Fort Worth business community.

Known across the industry as a “business matchmaker,” Emily has mastered the art of turning introductions into lasting partnerships. She isn’t just networking — she’s shaping ecosystems. Colleagues, clients, and even competitors recognize her as the gold standard of business development, consistently looking to her as the example of how to authentically build trust, generate opportunity, and drive results.

At Bennett Thrasher, Emily spearheads growth by aligning client needs with the firm’s full suite of tax, audit, transaction advisory, valuation, and family office services. Her approach is both strategic and personal — she digs deep into understanding what motivates clients, what challenges they face, and what success looks like for them. Then she brings in the right people and resources, creating a customized experience that often transforms into long-term relationships.

Emily’s influence stretches beyond accounting. She has an extraordinary ability to bridge industries — from private equity and investment banking to real estate, construction, healthcare, and technology. She has curated trusted circles in M&A, launched networking groups, and built forums that bring together decision-makers who might otherwise never cross paths. This has earned her the reputation of being one of the most well-connected people in Dallas dealmaking — a reputation that directly fuels Bennett Thrasher’s continued growth in a competitive market.

Her track record speaks volumes: Emily was named Emerging Leader of the Year at D CEO’s 2024 M&A Awards, solidifying her standing as a rising force in the industry. But beyond awards, her true success is measured in the countless introductions she’s made that led to closed deals, expanded opportunities, and life-long client relationships.

Outside of work, Emily’s energy and passion continue to shine. When she’s not “Gigi’s mom” (her proudest role), you’ll find her working out, traveling, cooking, trying new restaurants, or on stage singing with her band. She also has a deep commitment to community service and philanthropy, serving on boards and supporting organizations that align with her values.

Emily embodies the idea that business development is not just a job — it’s a w