I Hope This Email Finds You Well
Claim This Podcastby Neil Barrow
Podcast Overview
<p><span style="font-weight:400;">“I hope this email finds you well” is where business development gets real.</span></p> <p><span style="font-weight:400;">Hosted by Neil Barrow, this show brings you candid conversations with business development professionals and leaders who know what it takes to grow. No fluff, no endless theory — just practical strategies, stories of wins (and failures), and the unfiltered lessons that actually move the needle.</span></p> <p></p> <p><span style="font-weight:400;">Whether you’re building your pipeline, closing bigger deals, or rethinking how you approach growth, each episode gives you tools you can use today.</span></p> <p></p> <p><span style="font-weight:400;">Listen in, level up, and let’s make business development simple, sustainable, and successful.</span></p>
Language
🇺🇲
Publishing Since
10/1/2025
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Recent Episodes
June 24, 2026
Stop Training Your Team. Start Coaching Them. | with Darryl Cross
<p>In this episode of I Hope This Email Finds You Well, Neil Barrow sits down with Darryl Cross, Chief Global Collaboration Officer at Norton Rose Fulbright, to dissect exactly what it takes to build a high-performance business development culture. Darryl breaks down the critical mistake most professional services firms make: confusing basic training with actual coaching.</p><p><br></p><p>If your firm is relying on a few natural rainmakers or struggling to get professionals to consistently drive new business after an 8-hour seminar, this conversation provides the blueprint. Darryl shares his "proficiency model" for scaling BD skills across hundreds of professionals, why you must stop pitching your past credentials (The SWAN Principle), and why treating business development like elite sports coaching is the ultimate key to firm-wide growth.</p><p><br></p><p><strong>Chapters</strong>:</p><p><br></p><ul><li><p><strong>00:00</strong> Introduction & The BD Combo Meal</p><p><br></p></li><li><p><strong>01:41</strong> The "SWAN Principle": Sell the Future, Not the Past</p><p><br></p></li><li><p><strong>03:16</strong> Why You Need a Real Reason to Collaborate</p><p><br></p></li><li><p><strong>04:14</strong> Walking Backwards in the Client's Shoes</p><p><br></p></li><li><p><strong>05:27</strong> Darryl's Origin Story: Selling Gym Memberships at 16</p><p><br></p></li><li><p><strong>14:41</strong> The Trap of "Credibility Pitching" vs. Real Differentiation</p><p><br></p></li><li><p><strong>20:44</strong> The Critical Difference Between Training and Coaching</p><p><br></p></li><li><p><strong>24:06</strong> The "Proficiency Model" for Scaling Firm Revenue</p><p><br></p></li><li><p><strong>28:55</strong> Reflective Coaching: How to Actually Coach a Partner</p><p><br></p></li><li><p><strong>30:35</strong> The Astronaut Analogy: Why Simulation is Mandatory</p><p><br></p></li><li><p><strong>34:22</strong> Navigating Global Business Development Cultures</p><p><br></p></li><li><p><strong>36:51</strong> Using Data to Predict What Your Clients Need</p><p><br></p></li><li><p><strong>39:36</strong> The Secret to Elite Performance (And The "Closed Door")</p></li></ul>
June 10, 2026
Holding Yourself Accountable in BD | with Abby Fuqua
<p>In this episode of I Hope This Email Finds You Well, Neil Barrow sits down with Abby Fuqua of Venturity to discuss the hard truths of driving revenue in professional services. Abby shares her unconventional journey from having the cops called on her during door-to-door cold-calling to becoming a top-performing business development driver.Abby pulls back the curtain on why she willingly stepped down from a VP management role to return to the trenches. She breaks down the "militaristic" time management required to balance aggressive pipeline goals with raising three kids, why you have to track leading indicators instead of lagging outcomes, and how to successfully navigate the evolution of a professional network. From delegating CRM tasks to running mutual-qualification discovery calls, this episode is the ultimate playbook for taking extreme ownership of your firm's growth.Chapters:00:00:00 Introduction00:02:09 The BD Combo Meal00:07:09 Building Resilience00:09:08 The Professional Services Shift00:10:48 The 15-Meeting Metric00:14:01 Cross-Pollination00:18:32 Managing the Network00:21:48 The Discovery Process00:26:19 The Abundance Mindset00:27:24 The Player-Coach Trap00:32:00 Stepping Down to Drive Revenue00:34:39 Militaristic Time Management00:43:27 Tracking Your Inputs00:46:58 Flattening the Rollercoaster00:48:36 Getting Back to Basics</p>
May 27, 2026
Marketing In Business Development: How to Actually Drive Revenue | with Tracy Kapteyn
<p>In this episode of I Hope This Email Finds You Well, Neil Barrow is joined by Tracy Kapteyn, the Chief Growth Officer at Duffy Kruspodin, to break down why so many marketing departments fail to generate actual firm revenue.</p><p><br /></p><p>Tracy explains the "Ivory Tower" trap - where marketing teams get completely disconnected from the boots on the ground - and shares the exact playbook for aligning marketing efforts with the realities of business development. From getting back to the unglamorous basics of pipeline visibility and referral tracking, to overcoming the partner egos that block cross-selling, this episode provides a masterclass on shifting your firm's focus from brand awareness to tangible lead generation. </p><p><br /></p><p>Tracy also details her proprietary "3x3x3" relationship framework for client retention and reveals how she is building custom AI agents to remove the friction of M&A research and cross-pollination.</p><p><br /></p><p><strong>Chapters:</strong></p><p><br /></p><p>00:00:00 Intro </p><p>00:01:13 The Combo Meal: BD Basics & Pipeline Visibility</p><p>00:02:40 Why Firm Growth is a Team Sport</p><p>00:04:40 AI as the "Supersize" for Enablement</p><p>00:06:16 Tracy's Career: Customer Service to CGO</p><p>00:07:31 Escaping the Marketing Ivory Tower</p><p>00:11:51 Centralizing Inbound & Referral Tracking</p><p>00:14:35 Overcoming the "Partner-Led" Approach</p><p>00:17:52 The 3x3x3 Relationship Framework</p><p>00:21:46 Building an AI Client Discovery Agent</p><p>00:25:49 The Partner Ego Trap in Cross-Selling</p><p>00:28:48 The Spray Chart Analogy for Firm Initiatives</p><p>00:33:36 The Prospecting Agent & Removing Partner Friction</p><p>00:34:41 Automating M&A Target Research</p>
20 total episodes available
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- What is I Hope This Email Finds You Well?
<p><span style="font-weight:400;">“I hope this email finds you well” is where business development gets real.</span></p> <p><span style="font-weight:400;">Hosted by Neil Barrow, this show brings you candid conversations with business development professionals and leaders who know what it takes to grow. No fluff, no endless theory — just practical strategies, stories of wins (and failures), and the unfiltered lessons that actually move the needle.</span></p> <p></p> <p><span style="font-weight:400;">Whether you’re building your pipeline, closing bigger deals, or rethinking how you approach growth, each episode gives you tools you can use today.</span></p> <p></p> <p><span style="font-weight:400;">Listen in, level up, and let’s make business development simple, sustainable, and successful.</span></p> - How often does this podcast release new episodes?
This podcast updates daily.
- Where can I listen to this podcast?
This podcast is available on 4 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
- Does this podcast accept guests?
Information about guest appearances is not available.
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