If you’re still measuring success by the number of meetings booked, you’re missing opportunities to add value to your consultants by implementing structure and guidance.

Instead, shift the focus to quality, progression, and commercial impact.

Here’s what we recommend:

Smarter BD Metrics

• Targeted Outreach Conversion – to avoid spammy LI requests
  Percentage of personalised outreach that leads to meaningful conversations.
• First-to-Second Meeting Ratio – helping them focus outcomes not just meetings
  Are consultants creating enough value to warrant a follow-up?
• Client Tier Movement
  How many clients are moving from cold to warm to billing within a quarter?
• Insight-Led Engagement
  Frequency of market intel, salary insights, or competitor commentary shared not just CV drops.
• Sales Cycle Velocity
  Is the time from first contact to fee getting shorter or longer?
• Account Expansion Ratio
  Are clients growing through multi-role, multi-team, or multi-region engagement?

Your consultants need this kind of framework to allow them to truly assess their outcomes so if you are not doing it – great time to start.