Case study: Business Development Transformation for a Leading International Digital Asset Public Affairs and Regulatory Advisory Firm

Industry: Digital Assets/ Public Affairs/ Regulation/ New Market Entry Engagement Period: 3 months Objective: Develop and optimise the Business Development (BD) Unit to accelerate client acquisition and revenue growth.

Background

A leading international firm in the digital asset public affairs and regulatory advisory space engaged Ravelyn to enhance its business development strategy. Facing challenges in market positioning, sales process efficiency, and strategic partnerships, the client sought a structured approach to scaling its client base and refining its sales operations.

Approach

Ravelyn deployed a targeted business development framework focusing on strategic market positioning, revenue growth, and sales enablement. The engagement was structured around key milestones to ensure measurable progress.

1.     Sales, Marketing & Business Development Strategy Analysis Report

·       Identified sales strategy and recommended software to introduce efficiently scale revenue operations whilst giving management transparency and useful data points tracked through KPIs.

·       Provided guidance for running a data-driven marketing strategy to maximise ROI.

·       Identified new service offerings such as AI and AML/KYC consulting as well as localised operational pathfinder services to accelerate new market entry.

·       Made talent recommendations to enable the delivery of the strategy.

2.     Market Strategy & Sales Enablement

·        Defined Ideal Customer Profiles (ICP) to refine market focus.

·        Implemented and tailored CRM system to specific company requirements

·        Implemented AI-powered business intelligence and sales outreach automation tool

3.     Client Acquisition & Negotiations

·        Led client negotiations leveraging consultative sales methodologies (e.g., MEDDPICC).

·        Established structured sales qualification and pipeline progression processes to improve deal closure rates and sales velocity.

·        Designed and executed client onboarding workflows to enhance retention.

4.     Value-based Consultative Sales Training

·        Delivered sales enablement training session to the BD team covering market segmentation, individual company targeting, tailoring value propositions to different personas and running effective meetings

·        Developed pre- and post-event engagement strategies to maximize conversions and track commercial value of marketing motions.

·        Developed client engagement playbook documentation

·        Conducted sales enablement training for the BD team, equipping them with advanced negotiation and deal-closing techniques.

5.     Strategic Partnerships & Sales Training

·        Established partnerships with law firms, consultancies, and industry experts to extend the client’s reach and increase inbound leads.

Results

·        Strategic Roadmap: provided clarity on priorities, timelines and actions

·        Revenue Growth: Built, progressed and tracked sales & partnership pipeline

·        Sales Optimization: Enhanced negotiation strategies and structured training programs improved the efficiency of the BD team.

·        Scalable Framework: Developed a performance-driven business development unit with KPIs and structured reporting mechanisms.

Conclusion

Ravelyn’s strategic guidance transformed the client’s business development operations, equipping the company with the tools and strategies needed to scale effectively. By optimizing client acquisition efforts, refining sales enablement, and expanding market opportunities, the client is now positioned for sustainable growth in the digital asset and regulatory advisory space.