Our consultants aren’t salespeople. Will they use this?

Yes. Ricavi is built for consultants who sell as part of their role. It works inside the Zoom, Microsoft Teams, or Google Meet calls already in the diary. So business development doesn’t need its own afternoon. The sidebar follows your engagement process. The notes and CRM updates arrive as drafts to approve.

Are client calls kept private?

Your admin can exclude a client’s domain from recording. Or they can have a named bot join, so clients know the call is recorded. Your data isn’t used for external training. By default no bot joins and no notification appears. Recording mode, retention, and which calls are recorded are set by your admin to match your consent requirements.

Will practice leads use this to watch consultants?

It’s built for coaching. Practice leads see their team’s recorded calls, scorecards, and average playbook score. When a pursuit is at risk, they get a coaching question to raise. Coaching chats stay private unless the consultant shares them. After a lost pursuit, a consultant can ask the chat what they missed in the scoping call.

Our CRM is always out of date. Does that matter?

It’s where most firms start. The record catches up one call at a time. After each client call, Ricavi drafts the CRM update: the stakeholders met, the topics discussed, and the next steps agreed. It works with Salesforce, HubSpot, and Microsoft Dynamics. Nothing is written to your CRM until someone approves it.

What happens when a consultant hands over a client?

The summaries, key moments, and approved CRM updates stay with the firm. The incoming consultant’s brief is built from those notes and your CRM. So the client isn’t asked to explain it all again. And when the client raises new work during delivery, the follow-on conversation starts from their own words.

Does consulting firm business development need a sales methodology?

It can be your own. You can use your firm’s own engagement framework as the methodology. It’s written with you at onboarding, and Ricavi coaches and scores calls against it. One methodology is active for the whole firm. Playbooks can be assigned to a practice or to a consultant.

Is consulting business development the same as consultative selling?

They overlap. Consultative selling is selling built around the client’s problem. Business development for consultants is wider. It means winning work and growing it. The people who will do the work often win it. Ricavi coaches them on the client call, where it happens.

For partners and practice leads

Consulting firm business development, coached on client calls.

“Can you send us a proposal?” usually gets a yes and a week of writing. Ricavi shows what the client hasn’t agreed yet.

Book a demo

See the scoping questions

SOC 2 Type I and II
ISO 27001
GDPR
No external training on your data

SOC 2 Type I and II
ISO 27001
GDPR
No external training on your data

Trusted by:

What Ricavi does for your consultants.

Live on the call

Ricavi nudges the consultant while the client is still there.

See what’s missing

Ricavi shows the gaps before you write the proposal.

See the whole team

Practice leads see their team’s recorded calls and scorecards.

Approve each draft

Nothing is written to your CRM until someone approves it.

Where Ricavi sits

Coaching on the client calls and CRM you already run.

Client calls come in from Google Meet, Microsoft Teams, and Zoom. Ricavi records them and reads the client’s record in your CRM. Drafts go back once the consultant approves them.

83%
Less admin
Ricavi writes the notes and drafts the follow-⁠ups. It updates the CRM once the consultant approves.

A drafted follow-up in Ricavi to Mia Tanner, with its Send email button for the consultant.

Not a DIY product. Installed and monitored by sales and technical leaders.

Download for AI, Markdown file

Ask who signs off before you say yes.

Ricavi tracks your engagement process live. If a key question is still open after halfway, a smart nudge suggests the words to say. Only the consultant sees it.

The client asks for a proposal.

The usual answer is yes. A smart nudge arrives.

The words to say: who else is involved in signing this off?

Download for AI, Markdown file

The consultant’s seat

Business development for consultants who do the work.

When the call ends, the summary and transcript are ready for your prep notes.

How the coaching works

Scored on your own process

Each recorded call gets a score. It checks your questions, your tone, how you handle objections, and your firm’s own steps.

A private coaching chat

The coaching chat already knows what was said, so you can ask it what you missed in the scoping conversation. It stays private unless you share it.

Your next move

One press drafts the scoping questions you skipped, ready for the next client call.

“

“I was at dinner and overheard my team telling our GM how valuable they found Ricavi.”

Jane Susak

Sales Manager, Essential Assessment

Book a demo

Scoping questions to ask before you say yes.

The four areas the deal view checks, as questions for your next client meeting. Copy one, or copy all of them into your prep notes.

Problem statement
In your words, what problem are we being asked to solve?
The deal view shows whether an agreed problem statement is on record.
Buying committee
Who else is involved in signing this off, and what are the steps?
A pursuit with only one contact is flagged as single-threaded.
Business case
What is this costing the business today?
The deal view shows whether impact evidence has been captured.
Path to decision
What has to happen between now and a signed engagement?
A mutual action plan can be drafted in the Workspace.

8 questions

Adapt the wording to your firm’s own engagement process.

What a good answer sounds like
The problem in the client’s own words, clear enough to read back to them in the proposal.
Where Ricavi helps
The deal view shows whether an agreed problem statement is on record.

8 questions

Adapt the wording to your firm’s own engagement process.

What a good answer sounds like
The problem in the client’s own words, clear enough to read back to them in the proposal.
Where Ricavi helps
The deal view shows whether an agreed problem statement is on record.

A pursuit that rests on one sponsor.

Ricavi flags a pursuit with only one contact. It lines up an email asking your sponsor who else has a say. Nothing is written to your CRM until someone approves it.

Book a demo

To review

The consultant edits and approves each draft on its own.

Send email

Follow-⁠ups go from your own account, and only once approved.

Or dismiss it

Dismiss a draft and nothing is sent or synced.

Up next

Your admin sets which CRM fields Ricavi may update.

Ricavi drafts the email and the CRM update. They wait until the consultant says yes.

Download for AI, Markdown file

What is consulting firm business development?

Consulting firm business development is how a firm wins and extends engagements, usually through the people who deliver the work. It tends to break in four places: the scope is set too fast, the proposal goes out before the client has agreed the problem, one sponsor carries the pursuit, and new work raised during delivery is never picked up.

Scoping call

The live checklist follows your engagement process and ticks off each scoping question as the client answers it. After halfway, it nudges you about any critical one still open.

Writing the proposal

When all four areas are covered, start it in the Workspace. The Proposal objective opens a chat that already has the pursuit’s CRM context.

During delivery

When a client raises a problem outside the current scope, Ricavi tags the moment with a timestamp. The follow-⁠on conversation starts from their words.

After a lost pursuit

Ask the coaching chat “What did we miss in the scoping conversation?” The answer starts from that call’s transcript and scorecard.

Last reviewed 10 Oct 2026

Written by the Ricavi team

Client confidentiality

Choose which client calls are recorded.

Here’s an example day of six meetings. Change a rule and the recorded ones change with it.

SOC 2 Type I and II
ISO 27001
GDPR

SOC 2 Type I and II
ISO 27001
GDPR

Recording rules

Set by your admin

External video callsGoogle Meet, Microsoft Teams, Zoom
Internal callsOnly people from your firm
Domains you excludenorthgate.example
Kept for the period you setThen purged automatically

Ricavi supports your compliance process. It doesn’t replace your compliance review or your record-keeping obligations.

How recording works →

Example day

09:00Pipeline reviewInternalSkipped: internal call
10:30Brightwell demoExternal · brightwell.exampleRecorded · no bot
12:00Partner syncExternal · northgate.exampleSkipped: excluded domain
14:00Riverstone renewalExternal · riverstone.exampleRecorded · no bot
15:30Halvard check-inBy phoneNot recorded: phone call
16:30Luxora site visitIn personNot recorded: in person

Six meetings. Two recorded. No bot, no notice.

Download for AI, Markdown file

Write the playbook in the words your partners use.

Ricavi’s screens say deal. Your methodology and playbooks are written with you at onboarding, and they drive the live checklist and the coaching.

What it isOn Ricavi’s screensIn your playbook

The work you’re trying to winDealPursuit

The people who decideBuying committeeSponsor and steering committee

The first real meetingDiscoveryScoping session

When the client questions the scopeObjectionScope pushback

The winClosed wonSigned SOW

The work you’re trying to winOn Ricavi’s screensDealIn your playbookPursuit
The people who decideOn Ricavi’s screensBuying committeeIn your playbookSponsor and steering committee
The first real meetingOn Ricavi’s screensDiscoveryIn your playbookScoping session
When the client questions the scopeOn Ricavi’s screensObjectionIn your playbookScope pushback
The winOn Ricavi’s screensClosed wonIn your playbookSigned SOW

Illustrative. The “In your playbook” words are an example of what a firm might write.

Meet us before you buy. Watch, read, or join.

Revenue Leaders podcast

Hosted by Luigi, Regan, and Dave

Watch the podcast

The B2B Sales Playbook

By Luigi and Dave

Get a free copy

A Growth Forum weekly session on a laptop

The live weekly session

Free, in Growth Forum

Join the group

Under the bonnet

Built on how sales is taught, not bolted on.

Behind Ricavi are 20 years of the founders’ sales coaching and 5,000+ built-in skills.

The people behind it

Built by builders.

Dave builds companies. Regan builds sales teams. Luigi builds performance.

Regan Barker

Co-founder and Chief Revenue Officer

Luigi Prestinenzi

Co-founder and Chief Customer Officer

pipeline generated

David Fastuca

Co-founder and Chief Executive Officer

Works with your methodology

MEDDIC, MEDDPICC, SPICED, Challenger, and six more

Built on

of sales coaching IP

Regan Barker

Co-founder and Chief Revenue Officer

Luigi Prestinenzi

Co-founder and Chief Customer Officer

pipeline generated

David Fastuca

Co-founder and Chief Executive Officer

Works with your methodology

MEDDIC, MEDDPICC, SPICED, Challenger, and six more

Built on

of sales coaching IP

Built-in skills

5,000+

Each is a play for one moment with a client, like scope pushback.

Ask Ricavi

1 of 5,000+

Book a demo

“I have been working with the team at Ricavi for the last two months and already achieved higher conversion rates and a faster sales cycle.”

Stuart Cook

MD, TWIYO

If you remember one thing

The five things on this page.

Every consultant coached live on the call.

The client asked for a proposal. Ricavi’s nudge: ask who signs off first.

Scoping questions to ask before you say yes.

Ricavi drafts the email and the CRM update. They wait until the consultant says yes.

You choose which calls are recorded. Some never are.

FAQ

What practice leads ask first.

Consultative sales coaching software →

Professional services firms →

Law firms →

Accounting firms →

Consulting firm business development is how a firm wins and extends engagements. The people who deliver the work usually do it. It breaks in four places. The scope is set too fast. The proposal goes out before the client has agreed the problem. One sponsor carries the pursuit. And new work raised during delivery is never picked up.