So, you’re running a workplace furniture business. Your reputation is strong, your clients are loyal, and referrals continue to fuel steady growth. It’s a solid foundation. But word-of-mouth alone can only take you so far. To secure long-term, scalable success, you need a predictable way to generate and control your own sales pipeline.

This mini guidebook draws on over 20 years of experience building, leading, and scaling high-performing business development teams across the commercial real estate sector. Inside, you’ll find practical frameworks, clear recommendations, and proven approaches to help you structure, scale, and sustain growth without sacrificing the personal relationships that made your business successful in the first place.