Business development often gets boxed into metrics: calls made, meetings booked, pursuits tracked. And sure, those things matter, but for me, BD has always been less about the chase and more about the connection. It’s not a numbers game; it’s hospitality. It’s hosting.

Think about the best party you’ve ever been to. What made it great? Was it the music? The food? The perfect guest list? Maybe. But chances are, it was the host. The person who greeted you warmly, made sure you felt welcome, and introduced you to someone new with a thoughtful “You two have to meet.”

That’s what business development is at its best. It’s setting the vibe, making meaningful introductions, creating experiences people remember, and want to return to.

First Impressions Matter
Whether it’s a networking event, a cold email, or a first coffee, the vibe you create in the first few minutes is everything. Just like when guests walk into your home, people want to feel like they belong. A genuine smile, a thoughtful question, and a little curiosity go a long way.

When I prep for a BD meeting, I approach it like I would hosting a gathering. What do I know about them? What might make them feel seen or comfortable? Is there something I can offer? Maybe an insight, a connection, or a resource that’s meaningful right away? Setting the right tone isn’t about perfection, it’s about presence.

Creating the Guest List
Not every opportunity is meant to be pursued. In the same way you wouldn’t invite everyone you know to a dinner party, BD requires discernment. Who are the clients, partners, and communities that align with your firm’s values and expertise?

At LSE Builders Group, we’ve learned that chasing every lead doesn’t serve us or our potential clients. We thrive when we’re working with people who value collaboration, transparency, and a relentless drive to get things done right. That means saying no sometimes, and that’s okay. Because when you build with intention, the room gets better.

Engage, Don’t Sell
A good host doesn’t dominate the conversation. They connect others, ask great questions, and listen for what people really need. BD is no different. People remember how you made them feel, not how impressive your pitch was.

Some of my favorite project wins didn’t come from a sales pitch. They came from a coffee that turned into a connection, or a follow-up months later that landed at the perfect time. Keep showing up. Keep the conversation going. You never know what might spark next.

Send Them Home with Something to Remember
Thoughtful follow-up is the BD version of a party favor. A personal note, a quick “thinking of you” message, or sharing an article that connects to something they said. These are small things that make a big impact. They show you weren’t just working a room. You were invested in the relationship.

BD is Hospitality
Business development isn’t about closing, it’s about opening. Opening doors, conversations, possibilities. The best BD professionals aren’t always the loudest in the room. They’re the ones who make others feel seen, valued, and eager to stay in touch.

The next time you step into a BD opportunity, think like a host. Create a space people want to be part of. Because when you lead with warmth, generosity, and a little sparkle, they won’t just remember your firm, they’ll remember you.