Stop Chasing Everyone: How Top Performers Win by Focusing on the Few Who Matter

When it comes to business development, more is not always better.

In fact, after two decades of working with thousands of professionals across law, accounting, and consulting firms, I can confidently say: the most successful business developers don’t chase a wide network. They focus on a short list — a small group of high-value relationships that consistently generate results.

This concept is the foundation of my book, The Short List: How to Drive Business Development by Focusing on the People Who Matter Most. It’s also the fastest way to shift from random acts of follow-up to a sustainable, strategic pipeline.

If you’re tired of watching your seller-doer teams burn out as they try to “work the list,” or procrastinate selling because they don’t know where to start, here’s how to reframe their approach.

Your Network Isn’t Your Net Worth — Your Short List Is

Many professionals mistake visibility for viability. They attend events, post on LinkedIn, and rack up CRM entries. But our data shows that 80% of new business comes from just 9–35 key relationships.

That’s the short list. Not your entire contact database. Not your newsletter audience. Just the people who:

• Already trust you
• Can refer or rehire you
• Have influence in your niche

When seller-doers have too many names to juggle, they often do nothing. A focused list eliminates that paralysis. Instead of wondering where to start, they know exactly who deserves their attention.

Most Firms Lose Deals at the Proposal Stage

Here’s a sobering stat from our research: the greatest number of closed/lost opportunities happen after the proposal is sent.

Why?

Because the buyer is suddenly confronted with a price tag—without the benefit of sufficient context or the perceived ROI that comes from thoughtful pre-positioning and meaningful relationship-building.

Short list thinking changes that. When professionals already have a trusted rapport with the prospect, the proposal becomes a natural extension of a conversation — not an abrupt transaction. You’ve earned the right to offer solutions because you’ve already invested in trust.

If You’re Measuring Activity, You’re Missing the Point

Firms love tracking business development activity:

• How many calls did you make?
• How many meetings were booked?
• How many names are in the pipeline?

But these activity metrics don’t always equate to impact. In The Short List, I lay out seven stages in the engagement process and forty value-added actions that advance trust — rather than simply monitoring “buying signals.”

That’s the true measure of progress:
Are you deepening the right relationships — or just logging touch points?

Focus Builds Confidence. Confidence Builds Results.

One of the top reasons professionals avoid business development? They don’t know where to begin. Faced with a massive list of contacts and vague goals, they default to low-value “just checking in” messages — or worse, they do nothing.

But with a curated short list, they suddenly have clarity:

• Who are my top 9–35 relationships?
• Have I established basic trust through value-added interactions?
• How can I provide additional value until they are ready to convert?

That kind of intentionality is the antidote to procrastination. It’s also the hallmark of high-performing business developers.

Ready to Operationalize This Thinking Across Your Firm?

If you’re ready to shift your firm’s BD culture from overwhelmed to intentional, here are three next steps:

• Train your seller-doers with formal business development coaching. Our programs equip subject matter experts with the tools, confidence, and structure to grow their books of business.
• Apply for membership in Collective 54, where you can learn from other professional services founders about their business development strategies.
• Subscribe to Collective 54 Insights for more strategies that drive sustainable growth. 
• You don’t need to chase more people. You just need to prioritize the right ones.

—
David Ackert is the founder of PipelinePlus and author of The Short List. He helps professional services firms grow through smarter, more focused business development strategies. Connect with him on LinkedIn here.