Resources

LEGO inspired representation of a Vietnamese cooking course.

Three Things – 24/08/26

What can a Vietnamese cooking course teach you about winning work? Quite a lot, actually. From choosing the right ingredients to following the recipe and keeping customers coming back, here are three lessons for better BD.

Three Things – 03/08/26

Heading off on holiday this summer? Before you switch on your out-of-office, ask yourself one question: would your sales pipeline survive without you? Three simple ideas to help you switch off properly, keep momentum going and maybe even discover your next big idea.

Three Things – 27/07/26

Negotiation doesn’t start when someone asks for a discount. It starts long before that. Three practical ideas to help you protect your value, negotiate with confidence and stop giving away more than you need to in your next client conversation.

Attack is the best form of defence in BD & sales

Three Things – 20/07/26

Success can make firms surprisingly defensive. This week’s Three Things looks at why winning a panel appointment guarantees no work, why busy pipelines still need attention and why standing still may be the riskiest tactic of all.

Three Things – 13/07/26

LinkedIn says “Congratulations!” Everyone else says exactly the same thing. This week’s Three Things explains why career moves are one of the biggest, and most overlooked, business development opportunities, and how to make the most of them.

Three Things – 06/07/26

Last weekend I cycled 270km from St Margaret’s to Amsterdam with 31 other parents to raise money for my daughter’s school. It reminded me that winning in sales isn’t about giant leaps—it’s about preparation, teamwork and simply reaching the next kilometre.

LEGO representation of Helen Burness @ Saltmarsh marketing

Three Things – 29/06/26

Your LinkedIn profile is probably working harder against you than for you. Three simple changes, inspired by LinkedIn expert Helen Burness, could make you more visible, more memorable and far more likely to start the right conversations.

Turning up the heat in the BD/sales kitchen

Three Things – 22/06/26

The UK is turning up the heat this week. Good business developers know that pressure, discomfort and momentum don’t disappear when the temperature rises. Three practical reminders for staying visible, building trust and creating opportunities whilst everyone else heads for the shade.

Three Things – 08/06/26

Last week I swapped Hounslow for Chicago and spent two days at the LSSO RainDance Conference. Here are three observations that kept appearing in different sessions, panel discussions and conversations, and what they might mean for professional services firms this side of the pond.

First pass the post - LEGO horse racing.

Three Things – 01/06/26

Everyone sees the winner crossing the line. Nobody sees the 5am alarm clock, the preparation or the setbacks along the way. Three lessons from professional sport that every business developer should remember when chasing their next opportunity.

F1 pit stop scene representing teamwork and competiton.

Three Things – 26/05/26

Most professionals either ignore their competitors or become obsessed with them. Neither works. This week, Three Things explores how AI, client intelligence and a broader view of the competitive landscape can help you stay ahead without disappearing down a research rabbit hole.

A production line taking bold ideas and turning them into beige outputs.

Three Things – 18/05/26

Most firms think their BD problem is external competition. Often, it’s internal friction instead. Slow approvals, drafting by committee and organisational politics quietly kill momentum long before competitors do. Here are three ways friction damages client experience, and what to do about it.

LEGO inspired imagery of the trust equation and the trust bridge

Three Things – 11/05/26

We’re operating in one of the lowest trust environments in years. Clients trust institutions less, buyers trust marketing less, and half the internet now looks like it was written by a robot having a nervous breakdown. Which means the little things matter more than ever. This week’s Three Things looks at the tiny signals that build trust in professional services before you’ve even started the real work.

Three Things – 27/04/26

Year-end isn’t admin. It’s a commercial moment. Three ways to turn invoice chasing into conversations, create urgency and rethink next year’s revenue in an AI-shaped world.

LEGO inspired image showing a lawyer staring at a blank page

Three Things – 20/04/26

The blank page isn’t a lack of ideas. It’s a lack of starting points. Three ways to get something down that doesn’t make you wince later.

Three Things – 13/04/26

Timing beats messaging. Map your client’s year, match your approach to their workload, and use simple triggers to stay relevant without overdoing it. BD isn’t luck, it’s rhythm.

Three Things – 07/04/26

Speed, silence, and saying “I don’t know”. Three BD dark arts hiding in the archive that feel uncomfortable, slightly risky, and incredibly effective when used properly. Proceed with caution.

Snape inspired LEGO wizardary for week 33 of the BD Dark Arts

Three Things – 30/03/26

Lawyers are trained to argue. So pushing harder rarely works. Three ways to guide decisions, influence outcomes and get what you want without turning every conversation into a battle.

Three Things – 23/03/26

Three more BD dark arts: the email that gets replies when nothing else will, how to build internal FOMO, and why getting personal (carefully) wins more work.

Three Things – 16/03/26

Some things you learn in BD training. Others you only learn in the trenches. This week: three slightly mischievous tricks for getting ideas approved, doors opened and marketing working with you.

LEGO image demonstrating the best way to pitch is to be curious

Three Things – 09/03/26

Most professionals pitch too early. The best business developers stay curious. Three practical ways to ask better questions, slow the pitch reflex and uncover the real problem clients actually need solving.

LEGO depiction of three levels of AI client planning.

Three Things – 02/03/26

AI in client planning isn’t one thing. It evolves from efficiency tool to knowledge hub to agentic team member. The question isn’t whether you’ll use it, but at what level.

LEGO service provider vs strategic partner

Three Things – 23/02/26

If one contact leaving would damage your revenue, you don’t have a relationship. Three practical ways to deepen client intimacy, spread influence and move from transactional supplier to strategic partner.

LEGO recreation of a 90 day planning cycle

Three Things – 16/02/26

Client plans fail in the real world, not in workshops. Three practical disciplines to protect time, fix fundamentals and run 90-day cycles that actually move relationships forward.

LEGO inspired images of client plans, one being actively managed, the other gathering dust in a drawer

Three Things – 09/02/26

Client plans don’t fail because of templates. They fail through lack of courage, ownership and rhythm. Three practical ways to co-develop, share accountability and keep plans alive.

Launch image for Tina, AI sales and BD coach from LINAR Consulting

Three Things – 02/02/26

Tina is a voice-enabled sales coach built for professional services. Practical, human and always on, she helps tackle real BD challenges as they happen.

LEGO inspired scientist who has dropped a test tube

Three Things – 26/01/26

Week four and the final edition of our Atomic BD habits series focuses on resilience. Miss a day, fine. Miss a week, recover. It’s about persistence, not perfection, and building habits that survive real life.

LEGO inspired scientist building good habits

Three Things – 19/01/26

Week three of our Atomic BD habits series focuses on making business development easy. Smaller actions, less friction, and habits designed to survive busy weeks, bad days, and real professional life.

LEGO inspired scientists making atomic habits

Three Things – 12/01/26

This week’s Three Things looks at making BD obvious: visible triggers, habit stacking, and crystal-clear next actions. Stop relying on memory. Design your environment so BD happens by default.

Three Things – 05/01/26

January kicks off with Atomic BD habits. Inspired by *Atomic Habits*, this week focuses on identity over intention, small daily actions, and consistency over heroics. Tiny changes, repeated properly, can transform how you approach sales and business development in 2026.

LEGO inspired Janus figure looking forwards to 2026

Three Things – 22/12/25

Sales in 2026 won’t be about shiny tools alone. Listen more. Personalise properly. Use AI like an exoskeleton, not a crutch. Our final Three Things of 2025 peers into the future, with a small teaser of what’s coming next.

LEGO inspired Janua face looking both forward and back

Three Things – 15/12/25

Sales and BD didn’t suddenly become complicated in 2025. We just made them that way. This week’s KISS Edition looks back at the three basics that actually worked all year, if you bothered to do them consistently.

LEGO marketing exec worrying over budgets and being helped by AI

Three Things – 08/12/25

Budget season is back, and this year, AI changes everything. Here are the three things every marketing and BD team should prioritise for 2026–27: smarter tech investment, flexible budgeting, and decision-making driven by data, not partner preferences.

Corporate LEGO figure on their first day at work.

Three Things – 24/11/25

Senior moves, shifting budgets and organisational reshuffles are everywhere right now. This week we explore three perfect timing moments for outreach — when new leaders land, when budgets wobble and when organisations change direction — and why support beats selling every time.

LEGO figure with integrity T-shirt looking in the mirror

Three Things – 17/11/25

With the BBC caught editing Trump speeches and integrity on trial everywhere, this week’s Three Things looks at why honesty, authenticity and keeping your promises aren’t just “nice to have” in sales — they’re your biggest commercial advantage.

LEGO figure with bowed head in the middle of a poppy field

Three Things – 10/11/25

This week, we explore the power of silence in sales and business development — why pauses make your message land harder, how to listen beyond words, and how fewer, more deliberate conversations can build stronger client connections.

LEGO man standing in front of thrre doors and trying to decide which one to go in.

Three Things – 03/11/25

Three routes to revenue, three ways to sell. This week we unpack Account-Based Marketing, Key Account Management and Targeted Product Marketing — and why sticking to just one is like turning up to a client pitch wearing someone else’s suit.

LEGO halloween scene with vampires and ghosts

Three Things – 27/10/25

Halloween’s here — and so are the BD horrors. From clients getting spooked to ghosting teammates and zombie pipelines, this week’s *Three Things* shows you how to keep your BD efforts fright-free, fun, and full of treats (not tricks).

LEGO character at his desk after a busy conference season

Three Things – 20/10/25

You’ve been inspired, caffeinated, and possibly overserved. But once the name badges come off, what actually changes? Here’s how to turn all that post-conference energy into something your future self (and your CRM) will actually notice.

LEGO barrister shouting "objection" to judge

Three Things – 13/10/25

Whether it’s a client, a partner or your teenager, objections are universal. This week: three simple steps for handling them like a pro – plus our 20-objection pocket guide to keep you calm when the “not yets” start rolling in.

Corporate lawyer in office filled with awards

Three Things – 06/10/25

Legal directory season again? Joy. If you’re doomed to do them, at least make them useful. Three ways to turn referee lists, matter write-ups, and partner wrangling into real BD wins (and maybe even a half-decent coffee chat).

A cracked egg demonstrating vulnerability

Three Things – 29/09/25

Think vulnerability has no place in sales? Think again. This week’s Three Things explores how being open, asking for feedback, and sharing lessons learned can make you more trusted, more human – and yes – better at winning work.

AI bot boring a corporate person with a bland presentation

Three Things – 22/09/25

AI can list your credentials, services, and facts faster than you can say “next slide”. What it can’t do is be genuinely curious. This week: three ways to use curiosity as your competitive edge.

Pubs scene with a LEGO lady buying a round of drinks

Three Things – 08/09/25

We’re all brilliant at giving — introductions, coffees, free advice — but terrible at asking for anything back. This week: three ways to cash in on reciprocity without sounding like Del Boy. Because BD shouldn’t mean buying endless rounds.

Three Things – 01/09/25

September’s here, the holidays are over, and it’s time to get back to school. Three things this week: do your homework, check the timetable, and hit the revision guides — all to help you ace your sales and BD in Q4.

Three Things – 28/07/25

This week’s BD Top Trumps card celebrates Empathy—the underrated skill that helps you read the room, co-create with customers, and build strong internal teams. It’s the quiet superpower that turns conversations into relationships and relationships into results.

Week 4 of BD Top Trumps - the creativity card

Three Things – 21/07/25

Creativity in business development isn’t just about marketing. This week’s BD Top Trumps card explores how professionals use creative thinking to shape pricing, reframe services, and collaborate more effectively—both internally and with customers. It’s about standing out, solving problems, and building trust in ways that feel fresh, thoughtful, and relevant.

Three Things – 14/07/25

This week’s BD Top Trumps card is all about Knowledge. We explore how “knowing enough to be dangerous,” sharing key insights, and spotting market patterns can transform your business development impact—especially in a hybrid world where water-cooler moments have all but vanished.

Three Things – 07/07/25

Curiosity is your BD superpower. This week’s Top Trumps card explores how asking better questions, ditching assumptions, and knowing your service inside out helps you connect and convert with confidence.

LEGO BD top trumps - card 1 - resilience

Three Things – 30/06/25

Discover the first in our BD Top Trumps series—Resilience. Practical tips, research-backed insights, and a healthy dose of humour for professional services rainmakers.

LEGO sales & BD team working togethewr and winning

Three Things – 16/06/25

This week we’re talking about how business development really works in practice groups and client teams. Not as a one-person mission led by the loudest voice in the room, but as a team sport – where every player has a role, and the best results come from well-drilled coordination, not solo flair.

A LEGO businesswoman looking stressed at her desk as time is marching on

Three Things – 09/06/25

Three Things does what it says on the tin. A weekly sales and BD punch with three practical tips for instant execution.

LEGO worker and digital colleague working together in harmony.

Three Things – 02/06/25

Three Things does what it says on the tin. A weekly sales and BD punch with three practical tips for instant execution.

Three Things – 27/05/25

Three Things does what it says on the tin. A weekly sales and BD punch with three practical tips for instant execution.

Corporate LEGO man hunting for new leads

Three Things – 19/05/25

Three Things does what it says on the tin. A weekly sales and BD punch with three practical tips for instant execution.

Corporate LEGO man tending the golden geese

Three Things – 12/05/25

Three Things does what it says on the tin. A weekly sales and BD punch with three practical tips for instant execution.

Corporate business LEGO woman eating a LEGO elephant

Three Things – 06/05/25

Deliver three things to my inbox Here we go (again)! New financial year, new target – and if you’re anything like most partners or senior

Three Things – 14/04/25

Three Things does what it says on the tin. A weekly sales and BD punch with three practical tips for instant execution.

Three Things – 07/04/25

Three Things does what it says on the tin. A weekly sales and BD punch with three practical tips for instant execution.

Three Things – 31/03/25

Three Things does what it says on the tin. A weekly sales and BD punch with three practical tips for instant execution.

Three Things – 24/03/25

Three Things does what it says on the tin. A weekly sales and BD punch with three practical tips for instant execution.

A LEGO doctor prescribing aspirin to an ill patient

Three Things – 17/03/25

Three Things does what it says on the tin. A weekly sales and BD punch with three practical tips for instant execution.

Three Things – 10/03/25

Deliver three things to my inbox Spring cleaning After a cracking UK weekend, we can dare to believe that spring is in the air. While