Work Winning Ways – Consistency: The key to long-term success

This is the final edition in our 5 Simple ways to achieve greater BD success series — and it’s a big one. We’re talking about consistency.

Business development isn’t about big gestures or one-off wins. It’s about showing up. Again and again. With relevance, value, and intention.

Consistency might not sound glamorous, but it’s what separates those who occasionally win work from those who reliably build a pipeline of trusted client relationships.

So, what does consistency actually look like in practice? Here are 5 suggestions that may help:

1. Stay visible

When client work ramps up, BD is often the first thing to slip. But the best professionals don’t stop just because they’re busy — they find ways to keep showing up.

• Block time for BD – Even just 30 minutes a week to check in with contacts, share insights, or follow up can make a difference.
• Build small habits – Think “What’s one small BD action I can take today?” not “When can I carve out a full day?”
• Keep your name in their world – A thoughtful message or comment on LinkedIn might be all it takes to stay front of mind.

2. Follow through

Your credibility is built on doing what you say you’ll do. Consistently following up, checking in, and delivering on promises (big or small) is one of the most powerful BD tools you have.

• Send that article you mentioned
• Make the intro you promised
• Check in when you said you would

These aren’t just admin tasks — they’re moments to build trust.

3. Build momentum

One-off conversations don’t build relationships. Repeated, meaningful interactions do.

• Reconnect with past contacts regularly — not just when you need something.
• Share ideas that show you’re thinking of them — industry changes, potential opportunities, lessons from another client.
• Think of BD as a pedal power — the more consistent your effort, the more momentum you build over time.

4. Play the long game

Not every conversation will lead to a proposal. Not every meeting will result in a win. But…

• Stay patient — trust builds gradually.
• Stay present — being helpful now might open doors later.
• Stay prepared — opportunities often arise when you least expect them.

Final thought: Consistency beats intensity

Big pushes might win the odd piece of work. But long-term BD success…That comes from showing up consistently.

So, here’s a final challenge to close out the series:

What’s the one BD habit you can commit to doing every week — no matter how busy things get?

Thank you for following the series — I hope you’ve taken something useful from each edition.

And now, I’d love your help: I’m planning future newsletters and want to make sure they’re relevant and helpful. Would you take a second to answer a quick poll or share your ideas in the comments? You’ll find it on my LinkedIn feed this week!

Until next time,

Gary