BTI Research: The 5 Ds of Killer Business Development — and How BD Programs Accidentally Shut Down
BTI Consulting's latest research identifies five behaviours — Disrupt thinking, Dissect the unsaid, Deliver candour, Design the path forward, Drive the next step — as the traits shared by law firms with the highest business development performance.
BY CLIENT INTELLIGENCE DESK · JUNE 2, 2026 · 1 MIN READ
BTI Consulting's latest research identifies five behaviours — Disrupt thinking, Dissect the unsaid, Deliver candour, Design the path forward, Drive the next step — as the traits shared by law firms with the highest business development performance. In parallel, BTI's analysis of failed BD programmes finds that firms consistently underestimate how quickly bureaucratic systems kill momentum: additional approval layers, political processes, and systems that undermine attorney autonomy discourage the very behaviour firms claim to want. The new BTI Super Listener A-Team 2026 report ranks firms best at business development as rated by clients directly, providing the clearest available benchmark of what client-facing behaviour actually drives mandate wins.