I’ve run 3 different BD functions in professional service firms and tended to see the role as an internal consultancy. But this was probably because I’d spent 6 years as a management consultant in Deloitte working with timesheets and FTSE 100 clients on strategy projects and change programmes before moving into these roles.

Is this a helpful way to see the role? Do others agree it’s much harder being an internal consultant? External consultants know they’ll move on, but internal consultants can’t so easily!