The Consultancy Growth Podcast
Hosted by Craig Herd, this podcast is your ultimate guide to scaling your consultancy. Tune in for strategic insights, candid conversations with industry experts, and stories from seasoned consultancy founders. Uncover the real drivers of success and actionable advice to fast-track your growth. Subscribe now and take your consultancy to the next level.
The Consultancy Growth Podcast
He Turns Casual Conversations into £ Million Consultancy Clients with Leigh Adams
In this episode, Leigh Adams breaks down how real business development happens through curiosity, consistency, and conversation.
He shares how a pub chat led to a £2M deal, why being genuinely interested in people beats any sales script, and how most consultants underestimate the long-term power of relationship-first thinking.
We talk about rejection, timing, trust, and what it really takes to build a pipeline without chasing — plus Leigh’s take on what most consultancies get wrong about growth. If you’re still relying on referrals or hoping people “just come back to you,” this one’s a must-listen.
00:00 Building Relationships in Business Development
06:22 The Importance of Authentic Communication
09:46 Overcoming Networking Challenges
13:03 Consistency in Relationship Building
15:36 Tools for Maintaining Connections
17:57 Building Authentic Relationships in Sales
19:08 The Importance of Listening and Patience
24:39 Overcoming Fear of Rejection in Networking
28:48 Effective Follow-Up Without Pestering
36:49 Long-Term Relationships vs. Short-Term Gains
40:30 Niche Focus and Strategic Business Development
Host: Craig Herd
Guest: Leigh Adams
