BDF is a small consultancy advising development finance institutions and impact investors. Their business development was entirely referral-based — good for quality, fragile for continuity. The goal was to build a repeatable outbound motion without compromising their positioning.
I started with an ICP workshop to map the decision-maker profiles across multilateral development banks, DFIs, and family office impact arms. From there: a LinkedIn SSI programme for the founding partners, a targeted cold email sequence using signal-based triggers (job changes, fund announcements, report publications), and a CRM workflow in HubSpot to track and qualify replies. Three signed engagements in six months from a standing start.