Join Neil Barrow, host of I Hope This Email Finds You Well, as he chats with Alissa Kolm, Relationship Manager and seasoned BD professional. Together, they dig into getting started in a new market, practical ways to add value when you have little to offer, and the activity-first approach that turns early outreach into long-term, six-figure client relationships.
In this episode, you’ll hear about:
How to launch BD in a new market: cast a wide net, then refine to the referral partners th...
Join Neil Barrow, host of I Hope This Email Finds You Well, as he chats with Alissa Kolm, Relationship Manager and seasoned BD professional. Together, they dig into getting started in a new market, practical ways to add value when you have little to offer, and the activity-first approach that turns early outreach into long-term, six-figure client relationships.
In this episode, you’ll hear about:
- How to launch BD in a new market: cast a wide net, then refine to the referral partners that actually produce opportunities.
- Practical, low-friction tactics that create doors: joint prospect calls, COI introductions, event invitations, and old-school drop-ins.
- The systems and rhythms that make BD reliable: activity scorecards, calendaring, CRM/Excel tracking, and disciplined follow-up.
- And the #1 tip: focus on the activities you can control — the meetings and connections, and let revenue follow.
Whether you’re new to business development or a seasoned pro, this conversation offers practical strategies and real stories from the trenches.
Strategies and tactics edition:
- Target the referral sources that already feed your best clients (CPAs, bankers, other COIs).
- Use joint outreach and event invites to add immediate value and open doors for your network.
- Track inputs (meetings, outreach, follow-ups) not just outputs — then present that plan to leadership and execute.
Takeaway: Business development is a long game built on repeatable activity. Plant the right seeds — targeted meetings, COI introductions, consistent follow-up — and use simple systems (calendar + CRM or spreadsheet) to turn those seeds into meaningful, multi-year client relationships.
About your host, Neil Barrow:
Neil Barrow is the founder of Enabled BD, a consultancy that helps businesses build no-fluff, repeatable business development systems. With over 15 years of experience in sales, business development, and consulting, Neil has guided firms and leadership teams through the challenges of building the machine that drives growth.
Known for his straightforward approach and practical playbooks, Neil launched the I Hope This Email Finds You Well Podcast to share the conversations he wishes he’d heard earlier in his career, insights from people who’ve done the work, made the mistakes, and found better ways to win.
When he’s not recording, you’ll find him dadding and working with firms on BD!
About the guest, Alissa Kolm:
Alissa Kolm is a seasoned corporate banking professional with deep roots in business development and relationship management. Originally from Nebraska, she relocated to Fort Worth in 2015 and began her BD career growing the Fort Worth market for NOW CFO, a national fractional CFO and accounting services firm. There she learned to cast a wide net—attending many events, refining what worked, and focusing on the referral partners (CPAs, bankers, other COIs) who actually generated opportunities.
Alissa evolved her approach from broad outreach to highly practical tactics: joint prospect calls and drop-in days with COIs to make cold outreach less awkward, inviting prospects to events as a low-friction way to add value, and leaning on activity-based metrics to build a predictable pipeline. After moving into banking in 2018, she spent three years in dedicated BD roles before becoming a Relationship Manager serving middle-market clients—combining strategic growth thinking with hands-on client service. Alissa balances old-school tactics (cookies and drop-ins) with modern discipline (calendar, Salesforce, and spreadsheets), emphasizing that consistency and follow-up turn early interactions into long-term client wins.
Connect with Neil:
LinkedIn: https://www.linkedin.com/in/neilbarrowdfw
Website: https://enabledbd.com
