Why founders are the worst BD hire — and the best one
The founder is the most credible voice in your business. They're also the bottleneck. Here's how to thread that needle.
6 min readComing soon
Resources
Tools, frameworks, field notes.
Practical, actionable downloads and articles distilled from over twenty years of BD work. Built for founders and small leadership teams who need to move fast.
Downloads
PDF & ExcelPDF
Founder BD Diagnostic
A self-scored worksheet to identify which of the four BD pillars is most broken in your business right now.
Coming soonDownload →
XLSX
Pipeline Health Scorecard
Spreadsheet template to assess pipeline coverage, velocity and quality across your active deals.
Coming soonDownload →
PDF
Pitch Architecture Canvas
The one-page framework Troy uses to plan the narrative for high-stakes pitches.
Coming soonDownload →
From the field
ArticlesThe Hidden Value Exchange: Why People Really Say Yes
Most founders think they are selling a product or service. They are selling a value exchange. The customer gives up money, time, attention, trust or effort. In return, they need to receive something they value. Get that right and your sales conversations, marketing, pricing and conversion all become much sharper.
15 min readRead
Before You Buy More Leads, Fix Your Sales Conversion
More leads are not always the answer. If your sales process is leaking at the bottom, pouring more into the top just makes the problem more expensive. Here's how to tell if you have a lead problem or a conversion problem — and why fixing the bucket comes first.
15 min readRead
Stop Staring at the Scoreboard: The BD Numbers That Actually Grow Your Business
Most businesses track sales results — revenue, contracts, budget. Those are lag indicators. The real growth lever is lead indicators: the daily activities that create future sales. Here's how to find and manage the numbers that actually matter.
12 min readRead
Your Website Is Part of Your Sales Team
For many prospects, your website is your business. It's the first handshake, the first impression and the first sales conversation. Here's how to make sure it matches what happens when someone actually picks up the phone.
7 min readRead
Stop Selling Features. Start Selling Value.
Growth doesn't come from pushing harder. It comes from understanding what the customer actually gets — emotionally, practically and socially — and selling that instead.
7 min readRead
Fractional vs full-time BD: when does each make sense?
A practical lens for deciding whether a fractional BD partner or a full-time hire is the right next step for your stage.
8 min readComing soon
The four kinds of partnership deals that actually move revenue
Not all partnerships are created equal. Lessons from twenty years of helping firms build the ones that work.
5 min readComing soon
More articles publishing soon
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