What Does a Business Developer Do for a Small Business?

Quick answer

A business developer helps a small business grow by assessing how it runs today, building a practical improvement plan and then leading the work alongside the owner. That can include positioning, pricing, sales, marketing, systems and team. It is hands on, ongoing work, usually over six months or more, not a one time report.

What does a business developer actually do?

The title means different things in different industries. In big companies, "business development" often means sales partnerships. For a small business, I use it to mean something broader: developing the business itself.

When I work as a business developer, I do three things:

1. Assess. I look at how your business runs right now: what you sell, who buys it, how leads come in, how work gets done, where money and time leak out.
2. Plan. We build an improvement plan with clear priorities, so you know what to work on first, second and third.
3. Lead. I stay involved for six months or more, working hands on with you to put that plan into action and adjust as we go.

That third part is what makes it different from getting advice. A plan in a binder doesn't grow anything. Someone has to keep it moving.

What kinds of problems does a business developer help with?

Most owners come to me because they know the business could be doing better, but they can't see the full picture while they are running it every day.

Common areas we work on:

• Positioning. Who you serve and why they should choose you. I have repositioned more than 50 businesses over the last 15 years, and it is often where growth starts. My post on repositioning your business for better clients goes deeper.
• Offers and pricing. Packaging services so they are easier to sell and priced to support the business you want.
• Sales process. How leads get followed up, quoted and closed.
• Marketing. Making sure your website, Google presence, networking and follow up work together.
• Operations. Simple systems so work doesn't depend on you remembering everything.
• Team. Who does what, and how to hand off more.

One example from my own background: I helped transform a marketing agency from selling $500 websites to selling $15,000 to $20,000 websites and $1,000 to $3,000 monthly marketing programs. That kind of shift doesn't come from one tactic. It comes from working on positioning, offers, sales and delivery together.

How is a business developer different from a consultant or a coach?

They overlap, but the depth of involvement is different.

Business consultant

A consultant typically helps with a specific question or problem, often in a focused conversation. It is great when you need an outside opinion, troubleshooting or a connection. I offer that as a separate service, and you can read about when to hire a business consultant.

Business coach

A coach usually helps you think, set goals and stay accountable, while you do the work.

Business developer

A business developer assesses the whole business, builds the plan and then rolls up their sleeves to help carry it out over months.

Fractional COO

A fractional COO focuses on running operations: systems, processes, people and accountability. It is more about day to day execution than growth strategy, though the two often go hand in hand.

None of these is better than the others. They fit different needs. The right choice depends on whether you need advice, accountability, a growth plan with hands on help, or someone to run operations.

How do I know if I need a business developer?

You might be a good fit if a few of these sound familiar:

• Revenue has plateaued, and you are not sure why.
• You are busy, but profit doesn't reflect how hard you work.
• You attract a lot of clients who aren't the right fit.
• You have tried tactics like ads or a new website, and nothing stuck.
• You know what you want the business to look like, but not how to get there.
• You are ready to make changes and want someone in it with you.

That last point matters. Business development works best when the owner is ready to act. I bring the outside view, the plan and the follow through, and you bring your knowledge of the business and the willingness to try new things.

What should I expect when working with a business developer?

Every business is different, but here is the general flow.

1. A conversation first. We talk about where you are, where you want to go and whether we are a good match.
2. An assessment. I dig into your offers, pricing, leads, sales, marketing and operations.
3. An improvement plan. Clear priorities, in plain language, with the reasoning behind each.
4. Hands on work. Over six months or more, we tackle the plan together, meet regularly and adjust as we learn.
5. Ongoing review. We check what is working and what isn't, using real numbers where we can.

I have been building businesses since 2005, including helping scale a bankruptcy law firm, a tax prep and resolution firm and a CPA firm. Results always depend on the business, the market and the work put in, so I never promise a number. What I can promise is a clear plan and a partner who gets it done.

The SBA business guide is also a helpful free resource if you want to brush up on growth basics on your own.

Let's build your growth plan together

If you don't have the time to step back and plan, don't know which changes will matter most, or just don't want to figure it all out alone, that is what I am here for. Learn more about my business developer services, whether you are in Chandler or anywhere else. Just give it to Hillary and book a free call.