- SalezWorks

Infographic titled “The Follow-Up Gap” showing that 90% of salespeople stop after three contacts or fewer, while 80% of sales are made between the fifth and twelfth contact. A progression graphic and mountain illustration reinforce the message that consistent follow-up builds trust and creates more sales opportunities.

The Follow-Up Gap: Why Business Development Is Hard, Even When You Know Better

August 18, 2026

Nobody joins a professional services firm because they love business development. You joined because you’re good at the work. The advising, the building,

$Illustration for “The Worst Advice About Launching a Fractional Practice,” featuring a traffic officer holding a stop sign that warns, “Bad Advice Will Cost You Time, Money & Confidence,” alongside five tips for building a successful fractional practice.$

The Worst Advice About Launching a Fractional Practice — And What to Do Instead

August 15, 2026

FRACTIONAL SERIES | AUGUST 15, 2026 There is no shortage of advice about how to launch a fractional practice. Some of it is well-intentioned.

Illustration of the Ascension Model showing a buyer climbing four progressive stages—Lead Magnet, DIY, Done With You, and Done For You—moving from the trust gap toward lasting client relationships and recurring partnerships.

You Can’t Sell What They Can’t Feel

August 12, 2026

PROFESSIONAL SERVICES SERIES | AUGUST 12, 2026 There is a moment in a professional services sales conversation where the buyer goes quiet. Not because

Horizontal blog graphic featuring a professional workspace with a notebook titled “The Recipe” listing service, market, and impact, alongside a compass, coffee mug, and planner. Large text reads, “Fractional is entrepreneurship. It demands clarity, discipline, and the right recipe.”

You Can’t Do the Hokey Pokey with Fractional

August 8, 2026

FRACTIONAL SERIES | AUGUST 8, 2026 You know how it goes. You put your right foot in — fractional feels like the answer. You

Illustration showing a contractor’s path from competing broadly on more projects, cities, clients, and bids to owning a profitable niche. A restaurant renovation represents niche specialization, supported by trusted relationships, operational excellence, speed, and certainty. Puzzle pieces and a results checklist show the outcome: preferred-contractor status, repeat business, faster project delivery, and stronger 23%+ margins.

You Don’t Need to Win the Market. You Need to Own a Corner of It.

August 7, 2026

The Trap Most Contractors Fall Into There’s a version of “more” that’s slowly killing margins in this industry. More project types. More cities you

Horizontal business illustration showing a relationship-driven sales pipeline as a large funnel on a clean desktop. Icons representing networking events, coffee meetings, LinkedIn connections, follow-ups, and ongoing relationships flow into the funnel, progressing through stages labeled Awareness, Trust & Value, Relationship Depth, Referrals & Introductions, and Ideal Clients. A sticky note in the foreground reads, "Busy is not a strategy," reinforcing the message that consistent relationship-building—not networking activity alone—creates a sustainable pipeline of referrals, introductions, and ideal clients. Ample white space surrounds the composition for blog title placement.

August 5, 2026

You’re Networking. But Do You Have a Pipeline? There’s a difference between being busy and building something. Most professional services providers – CPAs,

New Book: How to Happy Hour Your Way to a Million Dollar Deal

What Holding On Actually Costs You

Breandan Filbert

The Follow-Up Gap: Why Business Development Is Hard, Even When You Know Better

Breandan Filbert

The Worst Advice About Launching a Fractional Practice — And What to Do Instead

Breandan Filbert

You Can’t Sell What They Can’t Feel

Breandan Filbert

You Can’t Do the Hokey Pokey with Fractional

Breandan Filbert

You Don’t Need to Win the Market. You Need to Own a Corner of It.

Breandan Filbert

Blog

The Follow-Up Gap: Why Business Development Is Hard, Even When You Know Better

The Worst Advice About Launching a Fractional Practice — And What to Do Instead

You Can’t Sell What They Can’t Feel

You Can’t Do the Hokey Pokey with Fractional

You Don’t Need to Win the Market. You Need to Own a Corner of It.

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