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Motivating Subject Matter Experts (SME) in Professional Services for Business Development

In the competitive landscape of professional services, the role of subject matter experts (SMEs) in driving business development cannot be overstated. However, motivating these experts to actively participate in business development efforts can sometimes be challenging. Here are 5 effective strategies to inspire and empower your firm's SMEs to engage in business development activities:

  1. Encourage and Enable Personal Branding: Encourage SMEs to build their personal branding within their respective industries and provide them the tools to do so. This could involve leveraging social media platforms, publishing articles or blogs more frequently, speaking at conferences, and participating in industry forums. A strong personal brand not only enhances credibility but also attracts potential clients and fosters trust and loyalty among existing clients. Encourage SMEs to showcase their unique expertise, insights, and value proposition to differentiate themselves in the eyes of potential clients and industry contacts.

  2. Set Micro-Goals: Help your SMEs set small, achievable goals for business development. Breaking down larger objectives into manageable tasks helps maintain motivation and momentum. Encourage SMEs to create a roadmap with incremental milestones, allowing them to track progress and celebrate achievements along the way. Offer constructive feedback and guidance to SMEs as they execute these micro-goals to help them refine their approach in the moment. This approach not only builds competence and confidence but also fosters a sense of accomplishment, driving continued engagement in business development activities.

  3. Provide Appropriate Resources: Offer specialized training and tailored resources dedicated to SMEs to enhance their confidence and comfort level with doing business development. This could include workshops on networking or prospecting, client relationship expansion, and effective commercial conversation strategies.

  4. Highlight Success Stories: Share success stories of SMEs who have successfully contributed to business development efforts. This not only serves as inspiration but also sets the bar for what "great" looks like and demonstrates the impact of their efforts on the firm's growth.

  5. Foster a Culture of Collaboration: Encourage collaboration between SMEs, sales teams, and marketing professionals. Foster an environment where sharing insights, best practices, and client feedback becomes a regular part of the culture.


Curious about how best to implement these strategies? Schedule your BrainSells advisory call today.


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