Boon Brown

Architecture studio, London

boonbrown.com

  • Boon Brown is a well-established architecture practice with offices across London and the South West. The South West office had a stable flow of work. London was a different story. The London studio was carrying the weight of a flat market with no structured way of reaching new developers and contractors. New work came through referrals and personal connections, both of which work when the market is active. When the market is not, there is no safety net. The BD lead was managing relationships from a spreadsheet, contacting people when time allowed, with no pipeline visibility, no defined targets and no system underneath any of it. The right developers did not know Boon Brown existed.

  • Phase 1: Assessment and Foundation

    • Defined ICP across two priority segments for the London studio: small to medium private residential developers and the commercial and industrial sector including warehousing, logistics and data centres

    • Positioning and USP articulated in the language developers and contractors respond to, not internal architecture language

    • Existing contact database reviewed and assessed with guidance on how to incorporate it into the reactivation and outreach strategy

    • Messaging direction confirmed for each segment, aligned to how target buyers describe their problems

    • Strategic foundation document produced covering positioning, ICP, target market segmentation and messaging direction

    Phase 2: Targeting, Tools and List Building

    • LinkedIn Sales Navigator introduced and configured with saved searches and filter logic aligned to the confirmed ICP

    • Correct search approach established for identifying decision makers within developer and contractor companies with precision

    • Other data sources introduced as a complementary tools for targeted list building beyond LinkedIn, covering when and how to use it for specific segments and data workflows

    • First target lists built together in the live session

    • Weekly workflow established for ongoing list building, review and prioritisation

    Phase 3: Outreach, CRM and Workflow

    • B2B outreach methodology covered: how to structure messages that earn responses across LinkedIn DM and light cold email as the primary channels

    • A relationship based CRM selected, set up and configured covering contact import, pipeline stages, activity tracking and day-to-day workflow

    • System designed so the BD lead can onboard additional directors and unify the practice's contact database in one shared space

    • Outreach templates produced for LinkedIn DM and cold email tailored to confirmed segments

    • LinkedIn profile optimisation playbook, outreach copy guide and spam filter reference produced

    • London studio BD lead equipped with a complete system and the knowledge to run it independently from day one

    • ICP precisely defined across two distinct market segments, each with its own search logic, outreach approach and messaging

    • Positioning articulated clearly for the first time in language that speaks to developers rather than to the architecture sector

    • LinkedIn Sales Navigator and CRM configured and live with a clear weekly operating rhythm

    • Outreach templates and copy guide ready to use across both target segments

    • Practice contact database reviewed and integrated into the strategy, giving the London studio a starting point for reactivation alongside new cold outreach

    • BD activity shifted from reactive and spreadsheet-driven to structured, intentional and repeatable

“ Richard has been supporting me in developing our business development approach, and his impact has been just significant. I would highly recommend Richard to anyone looking for a trusted advisor, connector or business growth partner within the built environment. "

- Abigail Baggley, Architect & Board Director, Boon Brown

Sixteen Eleven Consultancy

Founder-led Creative PR Agency

sixteenelevenconsultancy.com

  • Strong client relationships and good work, but growth relied entirely on referrals. No structured outreach, undefined ICP, unclear USP, no pipeline discipline and not time from the founder to work on new business outreach.

  • Phase 1: Assessment & Foundation

    • Defined ICP: industries, company types, decision-maker profiles

    • Positioning refined: accessible PR alternative to expensive agencies

    • Messaging aligned to buyer pain points

    • Strategic foundation document

    Phase 2: Implementation

    • Cold email infrastructure: domains, warmup, sequence logic

    • Real-time data sourcing for target segments

    • LinkedIn profile optimization and automated engagement

    • CRM system with pipeline stages and activity tracking

    Phase 3: System Activation

    • Outreach copy for LinkedIn DM and email campaigns

    • Unified inbox for warm response management

    • Campaign launch and optimization

    • Week 1 after the setup: Conversations with 3 qualified prospects

    • New client signed shortly after

    • System runs automatically in background, discovery calls and new relationships keep building

    • Consistent pipeline while founder focuses on delivery

“ Knowing that new business development runs quietly in the background has removed a huge amount of stress. Work that previously took days now takes minutes. "

- Peter Cuthbertson, Founder, Sixteen Eleven

Sir Jacobs UK Ltd

Handmade South African fragrance and home collection

sirjacobs.com

  • Sir Jacobs had everything a brand needs except a route to market. A genuinely handmade product, a compelling founder story, a distinctive price point and nine months of UK direct-to-consumer traction. But the B2B opportunity, corporate gifting, luxury hospitality, prime property and luxury automotive, was entirely untouched. There was no defined ICP, no outreach infrastructure, no B2B proposition and no LinkedIn presence aligned with a business audience. The decision makers at the wealth management firms, City law practices and premium automotive dealerships that should have been working with Sir Jacobs did not know the brand existed.

  • Phase 1: Strategy and Foundation

    • Defined ICP and first target segment: corporate gifting decision makers at private wealth management, asset management, luxury automotive, City law, prime property and executive search firms across London and major UK cities

    • Industry priority order established across eight sectors with rationale for sequencing

    • B2B proposition built and positioned: not a fragrance pitch but a gifting conversation framed around what a considered gift communicates about the company sending it

    • Decision maker map by company size, from Founder and MD at sub-20-person firms to Head of Procurement and Employee Experience Lead at companies up to 500 people

    • Lead sourcing search prompts and ICP filter logic produced, returning 1,330 target companies and 21,797 decision maker contacts across five UK cities

    • Full Phase 1 strategy document produced covering USP, ICP, outreach direction and infrastructure overview

    Phase 2: Infrastructure and Build

    • Two-channel outreach infrastructure designed: cold email and LinkedIn outreach running in sequence, with non-responders on email moving automatically to LinkedIn

    • Two plan options produced with full cost breakdown, monthly volume projections and estimated warm conversation ranges

    • Email domain setup and warmup plan configured: three outreach domains with three dedicated inboxes each, nine inboxes total, kept entirely separate from the main brand domain

    • Lead sourcing and email validation workflow built to protect domain reputation before any send

    • Existing CRM integration scoped to route positive replies directly into the pipeline without mixing with inbound customer records

    • Tool registration and onboarding process structured so Sir Jacobs owns all accounts and data from day one

    Phase 3: Outreach Copy and LinkedIn

    • Full cold email sequence of three emails, each bringing a new angle and building a narrative across the sequence, written to speak peer to peer to a senior decision maker at a premium professional services firm

    • LinkedIn DM sequence of three messages: no note on connection request, first DM references the email outreach naturally, second and third DMs bring fresh angles on the brand and the gifting opportunity

    • Every template written to reflect the tone and register of the brand: considered, understated, peer to peer, never vendor

    • LinkedIn profile copy produced for the UK Managing Director: headline, About section and experience description all rewritten and aligned with the corporate gifting ICP

    • LinkedIn Posts Playbook produced specifically for Sir Jacobs: three content pillars, post structure framework, hook writing guide, format guidance and the first five posts mapped out with raw material notes

    • A complete B2B outreach system built for a brand with no prior business development infrastructure

    • ICP precisely defined across eight corporate gifting sectors, sequenced by opportunity size and fit

    • 21,797 decision maker contacts mapped across 1,330 target companies before the first campaign goes live

    • Positioning shifted from a consumer fragrance brand to a considered B2B gifting proposition with a clear and differentiated argument for every target sector

    • Full outreach copy library produced, spam-checked and ready to activate

    • LinkedIn profile and content system aligned with the ICP and live before the first outreach message is sent

    • Infrastructure designed to generate an estimated 20 to 60 warm conversations per month on the single LinkedIn account plan, and 40 to 120 on the three account plan

    Outreach campaigns live from May 2026.