How To Empower Your Team to Win New Consultancy Work With James Stringer

In this episode of the Consultancy Growth Podcast, James Stringer of The Results Consultancy, joins me to break down what it really takes to build a strong business development function in a consultancy.

We discuss why hiring for sales aptitude is just the start and how training, incentives, and leadership play a critical role in driving consistent growth. James shares insights on the habits and processes that separate high-performing consultancies from the rest, the power of AI tools like ChatGPT in streamlining business development, and why recognising success within your team is more important than you might think.

If you’ve ever struggled with building a business development engine that runs beyond the founder, this episode is for you.

00:00 - Welcome to the Consultancy Growth Podcast

01:33 - Why Sales Aptitude Matters in Consultancy Growth

03:44 - The Training Strategies That Drive Business Development Success

06:41 - How Incentives and Recognition Fuel a Winning Sales Culture

10:28 - Strengthening Client Relationships for Long-Term Growth

12:35 - What Effective Business Development Training Really Looks Like

17:05 - Measuring the Impact of Your Business Development Training

18:35 - How to Build a Scalable Business Development Process

22:06 - Pinpointing Your Ideal Clients (and Reaching Them More Effectively)

23:20 - The Daily and Weekly Habits of High-Performing Teams

26:34 - Using AI to Streamline Business Development

30:05 - What’s Working: Business Development Success Stories

34:03 - The Leadership Shifts That Create a Stronger BD Culture

37:43 - Final Thoughts on Building a Growth-Focused Consultancy

Connect with James on Linkedin:
https://www.linkedin.com/in/james-stringer-0aaa339

Connect with me on Linkedin:
https://uk.linkedin.com/in/craigherd