A business-development method for specialist firms — the same thinking behind AMKA's BD playbooks, shaped into seven readable parts.
The seven parts
From the founder’s trap to a full pipeline.
Seven parts, in order — start at the founder’s trap and finish with a pipeline that never dries up. Read straight through or jump to what you need.
- 01 The Founder’s Trap: why technical experts stay broke Porpoising, the Alice Trap, and the minimum viable growth system. Mindset
- 02 The Growth Engine: Revenue = N × B × F The one formula that compounds — network, buyers, and fee. Framework
- 03 The Trust Equation: why clients choose you (or don’t) Credibility + Reliability + Intimacy, divided by self-orientation. Framework
- 04 Read any client in 60 seconds Spot Director, Socialiser, Relater, or Thinker — and adapt. Tactical
- 05 Show, don’t claim: content that builds credibility The Big 5 topics. Replace adjectives with artifacts. Tactical
- 06 The meeting that wins work Diagnose before prescribing, and the one question that reframes it. Process
- 07 The pipeline that never dries up 4-touch outreach, follow-up cadence, and the numbers game. System