The firm's marketing is much more powerful with a sales force. Marketing is the megaphone, and the business development people are the voice. Business developers focus don't charge their time and thus can focus on revenue targets. The double-digit growth is in consulting and advisory services. Business developers focus on selling the advisory services.
Business developers take the selling pressure off partners.
They are busy handling cases, working 14-hour days. It's unrealistic to load a revenue goal on top of that. Business developers concentrate on filling market needs. We'd show up with a bunch of brochures but not do a good job of matching up what we can do with that the buyer needs. Business developers will study large companies, like General Electric, which may have 25 buyers of Andersen's services.