I Hope This Email Finds You Well

In this episode of I Hope This Email Finds You Well , Neil sits down with Brooke Pratt, Senior VP of Growth at Praesidium, to discuss how to build a highly focused business development engine from the ground up. If your firm is struggling with stalled deals, this conversation reveals why giving prospective clients too many options creates avoidance, and why educating your buyers without driving a...

In this episode of I Hope This Email Finds You Well , Neil Barrow sits down with Darryl Cross, Chief Global Collaboration Officer at Norton Rose Fulbright, to dissect exactly what it takes to build a high-performance business development culture. Darryl breaks down the critical mistake most professional services firms make: confusing basic training with actual coaching. If your firm is relying on...

In this episode of I Hope This Email Finds You Well, Neil Barrow sits down with Abby Fuqua of Venturity to discuss the hard truths of driving revenue in professional services. Abby shares her unconventional journey from having the cops called on her during door-to-door cold-calling to becoming a top-performing business development driver. Abby pulls back the curtain on why she willingly stepped do...

In this episode of I Hope This Email Finds You Well , Neil Barrow is joined by Tracy Kapteyn, the Chief Growth Officer at Duffy Kruspodin, to break down why so many marketing departments fail to generate actual firm revenue. Tracy explains the "Ivory Tower" trap - where marketing teams get completely disconnected from the boots on the ground - and shares the exact playbook for aligning marketing e...

In this episode of I Hope This Email Finds You Well , Neil Barrow sits down with Stacey Dreher, the Chief Growth Officer at James Moore & Co., to unpack why having a "great personality" alone is no longer enough to win high-level corporate deals. Stacey breaks down her proprietary "B.A.T." Framework (Behavior, Attitude, Technique), explaining why business developers must st...

In this episode of I Hope This Email Finds You Well , Neil Barrow sits down with Tony Banks, the Director of Private Equity Services at RSM, to unpack what it actually takes to build a bulletproof, decades-long career in Business Development. Tony shares his incredible, non-linear journey to the top of the private equity space, proving that you don't need an MBA or a technical finance backgrou...

In this episode of I Hope This Email Finds You Well, Neil Barrow sits down with Danielle Reynolds, the Business Development Leader at Whitley Penn, to unpack one of the biggest misconceptions in professional services: the idea that you need to be a technical expert to win high-value corporate deals. Transitioning from campus recruiting into a premier business development role, Danielle shares why...

Join Neil Barrow for a one-of-a-kind episode featuring a mother-daughter Business Development duo: Kelly (a 25-year BD executive in professional services) and Molly (who is 18 months into her BD/Investor Relations career at a financial services firm).In this episode, we bridge the generational gap to uncover the timeless truths of generating high-value conversations. Kelly shares her journey from...

In this episode of I Hope This Email Finds You Well , Neil Barrow sits down with Todd Arritola, Chief Business Development Officer at Winstead, to discuss his 30-year journey through the evolution of professional services BD. Starting in the mid-90s at a Big 6 accounting firm and transitioning into Big Law, Todd shares the tactical shifts necessary to move a firm from a siloed "Lone Ranger" cultur...

Join Neil Barrow for a masterclass on organizational alignment with Julianna Brooks, Director of Business Development and Strategy for Bradford Commercial. Julianna shares her unique career trajectory from analyzing financial data to becoming the crucial bridge between corporate boardrooms and boots-on-the-ground revenue generators. In this episode, Julianna outlines a clear playbook for managing...

Join Neil Barrow as he sits down with Erica Lappo, Director of Business Development at Barnes & Thornburg. In this episode, Erica breaks down the massive mindset shift required to move from high-volume, transactional selling (like payroll) to relationship-driven business development in professional services. They discuss why "asking for the signature" too early kills consulting deals, how to m...

Join Neil Barrow as he sits down with Andrea Pender, Director of Business Development at Carrco Group. Andrea shares her unique pivot from owning a photography studio for 12 years to leading BD in the rugged world of commercial construction. They discuss the struggle of the "Seller-Doer" model in the AEC industry and how to train technical staff to embrace business development. Andrea breaks down...

In this Strategies & Tactics edition, Neil Barrow distills the single most important takeaway from his conversation with Kate Hall: The shift from "Employee" to "Owner." Neil challenges every business development professional to stop waiting for permission and start treating their territory, network, and pipeline as their own personal business. He breaks down exactly what "Thinking Like an Own...

In this episode, Kate Hall, Business Development Principal at Embark, joins Neil and breaks down her unconventional path from a Big 4 accountant to a high-volume recruiter, and finally to a top-tier business development leader helping drive Embark’s massive 12x growth over five years. They discuss the gritty reality of building a network from scratch, why "doing the work" is the only networking ha...

Join Neil Barrow for this Strategies & Tactics edition as he unpacks key takeaways from his conversation with Alissa Kolm. Neil dives deep into two specific areas: defining what it actually means to "add value" and the mechanics of the old-school, but highly effective, "drop-in" strategy. Neil breaks down the "3 I's" framework for cultivating new relationships...

Join Neil Barrow as he chats with Alissa Kolm, a seasoned Relationship Manager who built her career by launching into a brand new market with zero existing network. In this episode, Alissa shares the gritty details of how she went from "casting a wide net" to building a highly targeted referral engine using CPAs and bankers. They dive into practical, low-friction tactics that actually op...

Join Neil Barrow for this Strategies & Tactics edition as he unpacks key takeaways from his conversation with Chad Corley. Neil answers the most common question for new BD professionals: "What should I actually be doing day-to-day when I start a new role?" Neil outlines a clear, step-by-step playbook for the first 30, 60, and 90 days. He explains why you must prioritize "interna...

Join Neil Barrow as he chats with Chad Corley, Senior Relationship Manager at Armanino. They dig into the internal and external components of business development - from tracking and nurturing referral sources to building relationships that create lasting deal flow. Chad shares his unique journey from software sales to investment banking, and finally to a top 25 accounting firm. He breaks down the...

Join Neil Barrow for this Strategies & Tactics edition as he unpacks the key takeaways from his conversation with Emily Ackerman. Neil dives into the concept of "unapologetic authenticity" and why wearing a "professional mask" is actually hurting your ability to close deals. Neil breaks down how to integrate your personal obsessions (whether it’s heavy metal music, barbecue...

Join Neil Barrow as he sits down with Emily Ackerman, Director of Business Development for the Southwest at Bennett Thrasher. Known in the DFW area as the "Queen of BD," Emily shares how she channels a lifelong competitive drive into a high-motor career that leaves competitors looking lazy. They discuss her unique approach to staying "famous" in her market so she is the first c...

Join Neil Barrow, host of I Hope This Email Finds You Well , as he kicks off the podcast with a deep dive into why BD professionals need both clarity in their role and community with peers. Neil shares lessons from 15+ years in sales and business development, explaining the difference between "origination" and "enablement" in BD, how leadership and culture shape your role, and...