I tell firm owners the part nobody else will.

The bizdev advice flooding your feed, your inbox and even your head right now, is full of false promises and unchallenged assumptions. Content marketing, social media, cold outreach, none of these work as well or as quickly or as risk-free as the people selling them would have you believe.

I spent close to two decades in technology marketing before I noticed something almost nobody around me was tracking: how fast and efficiently a prospect gets into an actual conversation. Not leads generated or website traffic or comments on a LinkedIn post. Real conversations, the kind that have to happen before buyers buy.

I built The Conversion Company around that idea in 2010, working across hundreds of founders and experts over fifteen years. By 2016, I'd shifted the focus from technology clients to consulting and professional services, because selling expertise is a different game than selling a product. I closed that firm at the end of 2025 to do this work more directly, under my own name.

Here's what I actually tell them: most of what you're doing right now to bring in new business is likely costing you more time and energy than it's returning. None of it is necessarily wrong. It's just aimed at the wrong things. I help firm owners see clearly where their effort is actually going, what's quietly working, what's quietly not, and where to redirect that time to get a better return.

If you want to see how I think about this in more depth, the writing section has more, or follow along on LinkedIn. If you're ready to talk about your own pipeline, that's what the call is for.