Technical experts and business developers hunt in pairs. They are given individual and group incentives to work together as a team. They come from a sales competency and they know how to manage the sales process. Once the firm has defined its strategic targets, the business developers will identify and expand quality relationships with corporations. 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.