How Martin Crowe built more pipeline in six weeks than in the six months before

Delivery always won

For 18 months Martin blocked out whole days for business development. Every time, delivery swallowed them.

Two years in, he had contracts, not products. He was charging too little an hour while peers charged two to three times more. His speed was a discount for clients instead of margin for him.

Then his income fell to half of what it had been.

“BD issue was sequencing. Day-blocking failed for 18 months.”

Five touches before email

Martin stopped bringing plans to his Circle and started bringing a number. Five business development touches every morning, before opening email. Reported to the group every week.

The first week, it produced a live prospect. Within weeks he was doing 34 touches a week against a floor of 15.

“A small daily quota beat the big weekly block, because willpower loses to the inbox and structure doesn’t.”

What changed

• Income back to about 1.7 times its old level, three months after switching business development on
• Three new contracts and a fourth closing in six weeks, the same six weeks his second son arrived
• Fixed-price packages sold at full price, with no discounting

“Six weeks of consistency inside my Inner Circle helped me produce more pipeline in those six weeks than in the six months before it”

His verdict

“Last cycle it was a plan, this cycle it’s evidence.”