Outsourced business development for small firms

Owners of small B2B firms such as trades contractors, IT providers, manufacturers and agencies who are too busy to chase new customers.

A fixed monthly retainer per client, sometimes with a bonus for each qualified meeting or deal. Three to five clients is a common size for one person.

• Clear writing and phone manner
• Researching companies and decision makers
• Following up consistently
• Using a simple CRM

• Check whether your municipality requires a home-based business licence
• Cold outreach is covered by Canada's anti-spam law (CASL), so check the rules on consent before emailing
• Check rules on do-not-call lists if you phone prospects
• Put scope, reporting and notice periods in a written contract
• Registering for GST/HST is needed once revenue passes the small supplier threshold
• Consider professional liability insurance and check what your clients expect

Estimates put startup costs at typically around $300 to $2,500, depending on the tools you use, such as a CRM, and any insurance or set-up costs. Working from home keeps overheads low.

Monthly revenue is typically estimated at around $1,500 to $7,500, depending on how many clients you take on and the retainer each pays. The estimate assumes at least 10 hours a week, and results will vary.

Check whether your municipality requires a home-based business licence, CASL consent rules before emailing, and do-not-call list rules before phoning prospects. Also put scope, reporting and notice periods in a written contract, and check GST/HST registration.