Path to Partnership

With Alistair Marshall – Director of Professional Services BD

Listen on

Episode notes

In this episode of The Path to Partnership, we're joined by Alistair Marshall — Amazon bestselling author of Grow Your Professional Practice, keynote speaker, and one of the foremost voices in business development for professional services firms in Australia.

Alistair shares his journey from fast-moving consumer goods into the world of professional services where he quickly noticed a gap: highly qualified professionals who struggled to articulate why clients should choose them. From that observation came a mission — to help firms and individuals not just grow, but grow with purpose.

We unpack:

• Why no one hires a generalist in 2025 — and how to position yourself as an expert
• The real definition of business development (hint: it's not “selling”)
• Strategies new partners can use to attract better clients and talent
• The importance of personal brand and building a visible, credible digital footprint
• Why "you can’t build a great relationship from behind a desk"
• And how firms can stop relying on price as their only differentiator

This episode is packed with practical advice, frameworks, and if you know Alister plenty of good humour, and is a must-listen for anyone looking to grow their practice or stand out in a crowded market.