Strategies & Tactics Edition: From Drops to Clients - how to effectively add value to build your relationships

Join Neil Barrow, host of I Hope This Email Finds You Well, as he breaks down one of the most practical business development conversations he’s had to date with Alissa Kolm, Relationship Manager and seasoned BD professional. In this Strategies and Tactics Edition, Neil unpacks how Alissa builds relationships from scratch, especially when you’re new, unknown, and don’t yet have much to offer.

This episode goes deep on what “adding value” actually means in real life, and why old-school tactics like drop-ins still work when done intentionally, strategically, and consistently.

 

Welcome to the Strategies and Tactics Edition, where Neil unpacks:

• How to approach business development when you’re new to a firm or market
• Building a 30/60/90 (or 60/120/180) day plan that actually works
• Understanding your firm’s best clients and where they really come from
• Internal BD: meeting partners, understanding services, and analyzing the client base
• External BD: identifying referral sources, setting meetings, and joining the right associations
• Setting activity goals (like 10 meetings a week) to fill your calendar and grow your network
• Organizing your plan and getting leadership buy-in before you “go attack.”
• Staying consistent with tools like CRMs, calendars, spreadsheets, or Monday.com to manage deal flow and activity

Throughout the episode, Neil highlights Alissa’s core framework for cultivating new relationships once that first conversation starts: invites, insights, and introductions, practical, repeatable ways to stay relevant without sounding desperate or salesy.

 

Takeaway: Business development is a long game built on repeatable activity. Plant the right seeds, targeted meetings, COI introductions, consistent follow-up, and use simple systems (calendar + CRM or spreadsheet) to turn those seeds into meaningful, multi-year client 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!

 

Connect with Neil:

LinkedIn: https://www.linkedin.com/in/neilbarrowdfw

Website: https://enabledbd.com