He Turns Casual Conversations into £ Million Consultancy Clients with Leigh Adams
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He Turns Casual Conversations into £ Million Consultancy Clients with Leigh Adams
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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